Head of Sales

1 week ago

Melbourne, Victoria, Australia BD Full time
Job Description Summary

Newly created opportunity for a Head of Sales & Commercial Service to join our team at BD

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.


Purpose of Role:


An exciting opportunity has arisen for a dedicated and passionate capital equipment focused head of sales to join the Medication Management (MMS) Team responsible for BD Infusion & Dispensing.

You will be leading the Field Sales Managers (FSM) and Account Managers (AM) to meet or exceed business unit goals for profitable revenue growth through developing and executing appropriate sales strategies that align with the marketing plan.


Key Responsibilities:
This role will have direct responsibility and accountability for the following:

  • Provide vision, leadership and strategic direction to the sales force to achieve ANZ revenue, growth and profit targets.
  • Manage relationships with key customers to ensure that we are meeting their expectations both at a senior level as well as with end users.
  • Manage all aspects of sales and expense target performance including the management of the tender process, achievement of sales targets, analysis of territory results, identification of opportunities, report preparation, pricing qualification, opportunity analysis, sales coaching and marketing strategy execution.
  • Participate in the development of ANZ revenue and gross profit budgets as well as marketing strategies and on a regular basis report against these and other performance indicators as required or directed.
  • Develop sales plans by product and by territory for review by the BU and commit to action plans with well-defined time metrics.
  • Identify, develop and maintain relationships with key contacts, opinion leaders and influencers in territory.
  • Liaise with key internal departments and associates and develop cross functional contacts critical to business performance.
  • Identify, collate and present team feedback and report on competitor activity.
  • Identify new business opportunities within existing portfolio and act upon accordingly.
  • Active contributor to Sales Force Effectiveness and all aspects of Commercial Excellence, by developing and coaching the sales team in the BD Way of Selling to meet or exceed sales revenue and profitability objectives including:
  • Use of Professional Selling Skills to plan and conduct sales calls.
  • Compliance to SFDC guidelines including documentation of events and single sales objectives.
  • Utilising SPI method of Strategic Selling for the development and execution of sales objectives;
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 clinical staff to C-suite

Skills and Experience:

  • Extensive (circa 10 years) experience' in sales management in a similar sized healthcare organisation.
  • Extensive experience developing service plans and capital equipment life cycle initiatives.
  • An excellent understanding of the Australian Public and Private hospital system and the key issues of the healthcare industry.
  • Extensive experience in healthcare sales in both the public and private sector.
  • Proven ability to create a vision and inspire others to achieve it.
  • Strong sales skills in technical and solution based selling.
  • Exceptional negotiation ability.
  • Experience with CRM program management an advantage.
  • Tertiary qualifications in a business, management, nursing or science degree equivalent.
  • Experience of working cross functionally and collaboratively in an international organisation.
  • Proven track record of developing individuals and promoting a high performance culture.
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:
Primary Work Location

AUS Brisbane

Additional Locations

AUS Sydney - North Ryde

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