Territory Manager (Research Academia)

BD; Mississauga; On-site; CAD 90,000 - 120,000; Full time

Job summary

BD is seeking a Territory Manager for the Research Academia segment, responsible for driving growth across the Ontario market from Toronto or surrounding suburbs. You will manage a robust sales funnel, engage with academia stakeholders, and collaborate with cross-functional teams to deliver Waters’ portfolio of research solutions, including instrumentation, reagents, software, and services.

The role requires strong knowledge of immunology and flow cytometry, plus the ability to lead scientific

Qualifications

• B.Sc, in the Life Sciences field required.
• M. Sc, PhD preferred in an area such as Immunology, Cell Biology, Molecular Biology, Biotechnology, Biomedical Sciences
• 2 years capital sales experience.

Responsibilities

• Territory management - account planning, opportunity management, funnel management and forecasting.
• Customer Relationships – develop relationships with academia stakeholders and executives; in-person meetings required.
• Product and Industry Knowledge – become subject matter expert on product and industry environment.
• Collaboration with Marketing, Applications, Strategic Customer team, Field Service and Customer Service throughout Waters Way of Selling process.
• Facilitate execution of quotes, RFPs and contracts with Marketing and RFP/Contracting Team.
• Maintain accurate opportunity data in SFDC.
• Drive coaching calls to accelerate opportunity win rate.
• Timely completion of expense reports and administrative tasks.

Skills

Territory management

Account management

CRM (Salesforce)

Scientific dialogue

Stakeholder engagement

Education

B.Sc Life Sciences

M.Sc/PhD preferred (Immunology/Biology)

Tools

SFDC (Salesforce)

Job description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purpose

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 - 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

Reporting to the National Sales Manager, the Territory Manager, Research Academia will be responsible for driving growth across the research and academic market by increasing market share, expanding revenue within existing accounts, and developing new business opportunities. The Territory Manager will manage the province of Ontario and will be based in Toronto or the surrounding suburbs. The role will proactively manage the sales funnel through industry insights, prospecting, relationship building, post-implementation follow-up, and strategic account management.

The Territory Manager will develop and execute a territory sales plan focused on Waters' full research solutions portfolio, including research instrumentation, reagents, software, and services. Using the Waters Way of Selling, they will build and maintain a strong pipeline, execute growth strategies, respond to evolving market dynamics, and consistently work toward achieving sales targets.

Working collaboratively with a cross-functional commercial team, including Applications Specialists, Marketing, Contracts, Sales Operations, Customer Service, and Field Service, the Territory Manager will help deliver a seamless customer experience and strengthen long-term customer relationships.

Job Responsibilities:

• Territory management - account planning, opportunity management, funnel management and forecasting, resource prioritization, post-sales customer experience and retention.
• Customer Relationships – Account Executive must be able to develop trusting and long-term relationships with academia stakeholders including Flow Cytometry Core Lab Managers and Directors, Principal Investigators, Post Doctoral researchers, Graduate students, and research associates, procurement or other influencers as well as senior management and corporate level executives within the customer’s organization. Conducting in-person customer meetings is required.
• Product and Industry Knowledge - develop competencies in product portfolio by completion of sales training and becoming a subject matter expert on product as well as specific industry environment.
• Collaboration and Teamwork – be able to work with supporting teams in Marketing, Applications, Strategic Customer team, Field Service and Customer Service during the entire Waters Way of Selling process to ensure an excellent customer experience. Alignment of territory with regional and national goals through planned collaboration will also be required.
• Facilitate the execution of all quotes, RFP's and contracts in collaboration with the Marketing and RFP and Contracting Team.
• Proper management of opportunity pipeline health through assurance of data accuracy in SFDC.
• Drive agenda on regular coaching calls with direct manager to identify resources and assistance required to accelerate opportunity win rate
• Timely completion of expense reports and other administrative tasks

Education and Experience:

• B.Sc,in the Life Sciences field required
• M. Sc, PhD preferred in an area such as Immunology, Cell Biology, Molecular Biology, Biotechnology, Biomedical Sciences
• 2 years capital sales experience.

Knowledge and Skills:

• Strong knowledge of immunology, oncology, and flow cytometry.
• Ability to confidently engage in scientific discussions, including experimental design, cell phenotyping, Canadian research funding programs such as NSERC, CFI and JELF, and research grant cycles.
• Experience engaging with a broad range of stakeholders within research and academic institutions, including Principal Investigators, Research Scientists, Core Facility Directors and Managers, Department Chairs, Procurement and Finance teams, and senior/VP-level decision-makers.
• Familiarity with Salesforce.com or other CRM platforms.
• Strong written and verbal communication skills.
• Ability to deliver effective customer communications as well as scientific, business, and financial presentations.
• Strong business and financial acumen, with a high level of accountability and integrity. Ability to identify, prioritize, advance, and close sales opportunities by developing compelling business cases and engaging the appropriate stakeholders and decision-makers.
• Ability to consistently and effectively apply a proven, standardized sales process.
  

Work Environment:

• Must live in Toronto or surrounding Suburbs.
• Ability to travel approximately 40% of the time or as required within the territory
• Must possess and maintain a valid driver's license with a clean driving record with at least 3 years of driver history and also meet Waters auto safety standards.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

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