Territory Manager, MDS (Medication Delivery Solutions) at Becton, Dickinson and Company (BD)

About the role

The Territory Manager is accountable for the execution of the MDS strategy of the respective territory. It holds full accountability for the sales performance for specific countries as determined by the Business Leader. The position provides leadership to Clinical and Sales team including dedicated sales associates when part of the team. Provides close collaboration and coordination between the MDS businesses as well as geographically located functions and co-ordinates all customer and distributor initiatives in the designated territory.

Main responsibilities will include:

• Implements all aspects of the MDS business strategy for assigned markets to ensure the achievement of financial/budget expectations.
• Engages the MDS organization in the territory around objectives with customers and distributors for the portfolio.
• Supports the implementation of go-to-market plans, including market development initiatives, to ensure effective demonstration of resources and capabilities.
• Supports the development of marketing plans, value preposition development, product portfolio management and launching new products.
• Support key financial business processes including revenue updates, budgeting, forecasting and reporting.
• Proactively supervises the financial performance of the territory and communicates any deviations from critical project plans. Ensures implementation of any vital contingency plans and/or corrective actions to successfully mitigate risks.
• Efficiently managing distributors and continuously evaluating those within the region to guarantee the presence of suitable distributors/partners for strategy implementation. Distribution management includes assessing skills and capabilities of distributor sales reps with mentor and performance management and account prioritization.
• Leads demand generation and pipeline management to support accurate forecasting.
• Where applicable uses the SFDC system to lead the Salesforce efficiency critical metrics for the territory
• Supervises the order to cash process for the MDS businesses with the territory
• Understands and anticipates external trends and factors that play into the execution plans.
• Engage with external partners, healthcare providers and decision makers to ensure BD understanding of the healthcare agenda and building partnership.
• Motivates and develops talents within the MDS organization in order to advance the bench strength of the business.

About you

• Bachelor’s degree in biomedical sciences or equivalent. An MBA would be an added advantage.
• Excellent knowledge of MS Office applications.
• Minimum 5 years of experience in the Medical Devices, Pharmaceuticals or Diagnostics Industry with shown success in a commercial role.
• Experience working within the Public or Private healthcare sector in East Africa
• Experience in KOL and distributor management as well as dealing with Ministry of Health or comparable experience in tender environments across East Africa
• New product/ initiative launch experience
• Ability and willingness to undertake significant trips and travels on a regular basis.
• Excellent communication and customer engagement skills.