MDS Territory Manager

A one-paragraph overview:

• The MDS Territory Manager at Becton, Dickinson and Company reports to the MDS National Sales Manager and is responsible for driving growth and managing base business across key customers in the Greater Toronto downtown core. This includes vascular access and vascular care portfolios. The role executes the go-to-market strategy to meet customer and BD Canada goals, while establishing and maintaining positive relationships with hospital decision makers and influencers, including nurses, pharmacists, physicians, technicians, materials management, and hospital management.

Responsibilities

• Achieve and manage sales targets by effectively growing the base business and pursuing growth opportunities in the territory.
• Develop a pipeline of opportunities and a territory business plan.
• Develop and implement strategic plans with the sales, marketing, and clinical teams; maximize hospital contracts within the territory.
• Manage and negotiate product validations, conversions, and sustainability plans.
• Translate strategic marketing and sales plans into account-specific plans, leveraging product value propositions to drive sales and growth.
• Collaborate with BD Clinical and Sales Teams to provide clinical end users with technical and best-practice solutions.
• Establish, develop, and maintain strong relationships with key decision makers, influencers, and committees within hospitals in the territory.
• Promote awareness of BD’s portfolio across hospitals in the territory.
• Serve as a customer subject matter expert to deliver win/win solutions.
• Lead account planning activities, including forecasting, funnel management, sales process rigor, and strategic planning calls.
• Execute RFP processes across pre-, during, and post-phases.
• Represent BD’s value propositions to the customer base within the territory, informed by a thorough understanding of the customer and portfolios.
• Maintain sales data and records to understand market trends; uncover and share competitive intelligence and market insights.
• Effectively manage selling expenses.

Requirements

• Bachelor’s degree or college degree.
• Minimum of five years of experience in the healthcare field or a proven track record of high-level sales success.
• Knowledge of the Canadian healthcare system and regulatory environment.
• Valid driver’s license with a clean driving record for at least the past three years, and ability to meet BD’s auto safety standards.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams).
• Demonstrated success in building lasting client relationships and presenting effectively to clinical, technical, and economic stakeholders across organizational levels.
• Experience managing complex sales environments, handling multiple projects simultaneously, and executing structured sales processes.
• Results-driven, proactive, with initiative, resilience, and accountability; capable of maintaining base business while driving profitable growth.
• Strong problem-solving and analytical skills; able to leverage data to deliver effective solutions and informed decisions.
• Excellent communication and presentation skills, adaptable to one-on-one and senior leadership settings.
• Business-savvy negotiator with the ability to influence decisions, set priorities, and manage challenging stakeholder interactions.
• Proficiency in pipeline management, data analysis, and CRM systems, with the ability to interpret complex data and documents.