Job Description Summary
BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care.
The company supports the heroes on the front lines of health care by developing innovative technology, services, and solutions that help advance both clinical therapy for patients and clinical processes for health care providers.
BD and its 65,000 employees have a passion and commitment to help enhance the safety and efficiency of clinicians' care delivery process, enable laboratory scientists to accurately detect disease and advance researchers' capabilities to develop the next generation of diagnostics and therapeutics.
BD has a presence in virtually every country and partners with organizations around the world to address some of the most challenging global health issues.
By working in close collaboration with customers, BD can help enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.
Medication Management Solutions (MMS) believes that everything begins with and centers around the patient. Everyone from the pharmacy technician to the nurse at the bedside faces thousands of decisions every day that can impact the safety of both their patients and themselves.
We believe that by looking beyond technologies at the entire system of medication management processes and policies, and by establishing a culture of safety, together we can achieve better outcomes and reduce the chance of medication errors.
Our vision is clear : Protect patients from medication errors; optimize efficiency to release time to care and reduce costs;
deliver medication from hospital to home.
By creating Better Together’ solutions that enable connected medication management we can ensure that we improve the customer experience.
Overall purpose of the role :
We are looking for an experienced Business Development Executive (BDE), with a proven track record, to work within our Medication Management Solution team in Spain.
The purpose of the role is to generate incremental revenues and profit through selling new cross-business solutions that are focused on improving patient safety and productivity of a hospital.
The BDE will also be responsible for developing account strategies to increase the category share of all patient care segments and all product categories of the BD MMS products and services.
The BDE will work closely with other members of the commercial function including Clinical, Marketing, Customer Service, Projects maangement, Solution Managers.
Primary role responsibilities
This provides a general focus for the requirements of the role but is not exhaustive.
Generate profitable sales across the Medication Management sector of the MMS business and future solutions within selected target accounts.
Be an expert in Hospital Pharmacy automation
Produce accurate forecasts and achieve sales plans and communicate sales status on a regular basis using SalesForce.com
Create centralized procurement sales strategies across the Patient Care Sector of MMS.
Responsible for improving the Patient Care market share by leveraging current relationships to introduce a full range of patient care solutions and services.
Develop corporate account strategies in conjunction with the multiple sales teams that maximize revenue and profit for BD.
Establish and maintain direct contact with key decision-makers and opinion leaders (Chief Pharmacists, Private Hospital group buyers, CEO’s)
Inspire, motivate and develop in-country sales team to achieve demanding sales targets
Establishes first-class account business analytics, planning & monitoring tools to help accelerate growth
Provides strategic, operational and analysis of business development matters
Monitors and reports on key performance indicators (KPIs) and develops KPIs for the learning and customer perspectives
Supports all strategic B2B relationships in conjunction with the EMEA team
Design solutions for customers that center Dispensing workflows to ensure technology components of projects interface safely and accurately
Provide professional, process-focused pre-Sales support; educating and helping current and future customers to understand the impact and value of an end to end dispensing processes.
Supports sales management, sales training, sales planning, key projects marketing and other relevant parts of the business to promote sales excellence and customer loyalty through suitable and effective measures and means including metrics development and management, sales results analysis, customer segmentation and targeting and coaching projects
Participate in implementation projects, including clinical validation processes to ensure accuracy of processes, integrations and interfaces to other IT systems.
Track and measure ongoing projects to be formulated through CRM- effective understanding of SFDC
Support customers and business partners, providing professional support and technology optimization assessments.
Collaborate with customers to produce testimonials, process-transformation studies and White Papers’, to further explain and promote adoption of BD dispensing solutions.
Duties / Accountabilities
Undertake workflow analysis to understand current workflows for Prescribing, Dispensing, Compounding and administration (End2End, Closed-loop).
Consult with customer Pharmacy, Consultants, Procurement / Purchasing, IT, Materials, Supply Chain, Finance and Executive personnel on automation-related change management and clinical process re-engineering requirements.
Design future solutions and position them to the customers.
Support the sales team in Tender preparation
Deep understanding of customers medication dispensing workflows and automation technologies
In country ExpertDevelop regional standards & models as appropriate in line with local and international standardsContribute to forums for the exchange of clinical ideas and experiences for BD customers.
Align with the World Wide platform leader, International Commercial Manager, International Solution Manager, Marketing, R&D and Product Development to inform and support strategies to ensure current and future offerings answer business drivers, providing input for future development of medication and peri-operative product usage processes, methodologies and technologies that maximize the alignment with Dispensing business goals.
Work with the Management team to identify and nurture the professional relationship with appropriate Key Opinion Leaders.
Reference Site DevelopmentSupport local & International Sales team in identifying and developing reference sites that demonstrate BD dispensing solutions effectively.
Work with these reference sites to ensure optimum usage and relevance to the local market.
Bachelor degree in Computer Science, Clinical Engineering, Information Technology, medical technology or related field and / or business administration
Experience in the Medical device industry, automation, IT and / or consultancy background a plus
Experience in working in a multinational or international environment
Business savvy with a strong commercial mindset and results track record
Strategic agility, with conceptual thinking and analytical skills
Required competencies, Skills and Experience
Strong business acumen.
A good understanding of Pharmacy processes / dynamics required
Experience with pharmacy automation
Held Business Development role in a matrix organization focused on solution selling in either an IT-based or Healthcare based organization.
Experience and expertise selling to technical decision-makers by aligning and reinforcing the value of the solution to the customer’s overall business pain and / or strategic opportunities and decision criteria preferred.
The ability to engage, involve and influence cross-functional teams (sales, marketing, technical) to drive the required outcome for the customer.
7 + years of experience with evidence of career progression in the relevant sales field, ideally with prior experience in key account management.
Proven experience in the distribution of complex solutions in the healthcare sector.
Product or program development with a strategic approach to the solution.
Design mindset being able to help the customer visualize the end solution.
Evidence-based track record in solution selling and cross-functional selling.
Willingness to expose oneself to new, diverse, ambiguous situations. In these situations, rapidly adapts and identifies key levers of success.
Learns from past experiences, shares knowledge with others, and applies it to new challenges and environments
Fluency in English & Spanish both written and spoken.
Desired Competencies & skills
Strong team work behavior and skills
Leading change initiatives
Strong process analytical skills and process knowledge
High affinity to medical wording
High level of building financial proposals
Forecasting and pipeline management and understanding of reporting analytics
Ensure mobility within the assigned territory
Embody trust, integrity and ethics inside and outside the company.
Excellent presentation and communication skills.
Effective interaction with all levels of internal and external staff in problem-solving
Performance orientated and able to work to deliver agreed targets.
25-50% travel will be required