Job Description Summary
Come and join BD’s newest business - Advanced Patient Monitoring within Critical Care and make a positive difference across healthcare in New Zealand.
Job Description
We are the makers of possible
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
Job Description Summary
An exciting opportunity has arisen for a dedicated and passionate critical care focused Territory Manager to join the New Zealand Advanced Patient Monitoring (APM) Team. You will be partnering with existing customers and establishing new relationships with an aim to grow the BD market share across New Zealand. This is an exciting, varied and challenging role, which will involve developing and maintaining key customer relationships, understanding relevant unmet customer needs in anaesthesia, operating rooms and intensive care where our product solutions will result in positive outcomes for both patients and healthcare providers.
This position can be based in Auckland, Wellington or Christchurch.

Responsibilities:

• Achievement of agreed sales targets – quarterly and annual sales revenue and growth targets across an assigned territory.
• Understanding of capital equipment sales cycle. Maintenance and expansion of the existing install base, whilst driving sensor/cuff utilization.
• Good understanding of hemodynamic monitoring and/or cardiovascular anatomy, pathology and physiology relevant to APM medical products and capital.
• Build and manage strong relationships with customers and other influencers to advance APM positioning in the market.
• Promote and implement the range of APM products in public and private hospitals, in close partnership with other relevant BD business units.
• Participate actively in trade conferences organised locally and nationally as required.
• Create territory/account plans including opportunity development, competitive strategies and targets via Salesforce.
• Track and communicate market trends to/from the field including competitor data and develop effective counter strategies. Develops and closes new business opportunities with existing customers and identifies areas of improvement to meet sales targets while developing and executing short-term region plan to achieve region objectives.
• Ensure profitable opportunities are leveraged through sales process discipline in the following areas:
• Compliance to SFDC guidelines including documentation of events and single sales objectives.
• Utilising the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influencers.
• Compliance to Sales Force Effectiveness Standards. Utilization of salesforce.com as per requirements outlined by management.
• Ensure compliance with all Quality Management System and BD policies.
• Maintain company property, including computer equipment, in good working condition and in an image that always reflects the professional standards of BD.
• Other related tasks at the discretion of management.

Most importantly, you are passionate, credible, strong commercially and know how to manage a funnel, grow a business, strategically go after business and can work with all levels from nurse to C-suite.

Knowledge, Skills & Experience

• At least 3 years of clinical sales experience (Critical Care / ICU or Operating Room desirable)
• Tertiary qualifications desirable, preferably in science, nursing or business
• Ability to deal with multiple priorities and short timelines from time to time.
• Problem solving ability and demonstrated examples of providing innovative solutions.
• Demonstrated negotiation and influencing skills.
• Demonstrated competence in computer literacy with knowledge of software packages, experience with CRM programs an advantage.
• Must be able to manage customer expectations and experience appropriately.
• Ability to work autonomously.
• Strong interpersonal skills.

Other:

• Some weekend work may be required as will out of normal business hours work
• Domestic & international travel required
• Driver’s license essential

This is a unique opportunity to join our highly innovative and high-tech Advanced Patient Monitoring business and truly make a difference to patients’ lives.
Click on apply if this sounds like you!
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
To learn more about BD visit:
https://bd.com/careers
Required Skills
Optional Skills
.
Primary Work Location
NZL Auckland
Additional Locations
Work Shif

• Achievement of agreed sales targets – quarterly and annual sales revenue and growth targets across an assigned territory.
• Understanding of capital equipment sales cycle. Maintenance and expansion of the existing install base, whilst driving sensor/cuff utilization.
• Good understanding of hemodynamic monitoring and/or cardiovascular anatomy, pathology and physiology relevant to APM medical products and capital.
• Build and manage strong relationships with customers and other influencers to advance APM positioning in the market.
• Promote and implement the range of APM products in public and private hospitals, in close partnership with other relevant BD business units.
• Participate actively in trade conferences organised locally and nationally as required.
• Create territory/account plans including opportunity development, competitive strategies and targets via Salesforce.
• Track and communicate market trends to/from the field including competitor data and develop effective counter strategies. Develops and closes new business opportunities with existing customers and identifies areas of improvement to meet sales targets while developing and executing short-term region plan to achieve region objectives.
• Ensure profitable opportunities are leveraged through sales process discipline in the following areas:
• Compliance to SFDC guidelines including documentation of events and single sales objectives.
• Utilising the customer segment insights and selling tools (incl. iPad applications) to present value propositions to key buying influencers.
• Compliance to Sales Force Effectiveness Standards. Utilization of salesforce.com as per requirements outlined by management.
• Ensure compliance with all Quality Management System and BD policies.
• Maintain company property, including computer equipment, in good working condition and in an image that always reflects the professional standards of BD.
• Other related tasks at the discretion of management