Territory Manager (Research Academia)

Becton, Dickinson and Company; Mississauga; Sur place; CAD 85 000 - 120 000; Plein temps

Résumé du poste

Waters is seeking a skilled Territory Account Manager to drive sales across Canada, focusing on immunology and flow cytometry solutions. You will manage territory plans, forecast, and build relationships with academia, from Lab Directors to Principal Investigators, while coordinating with Marketing, Applications, and Service teams.

The role requires 2+ years in capital sales, strong scientific communication, and the ability to travel ~40% within the territory.

Qualifications

• B.Sc Life Sciences required; advanced degrees preferred (M.Sc/PhD).
• Experience in capital sales or equivalent, with a track record of driving opportunities.

Responsabilités

• Territory management including account planning, opportunity and funnel management, forecasting and post-sale retention.
• Develop trusting relationships with academia stakeholders and senior leaders; conduct in-person meetings.
• Build product/industry knowledge through training and becoming a subject matter expert.
• Collaborate with Marketing, Applications, Strategic Customer teams, Field Service and Customer Service throughout Waters sales process.
• Align territory with regional and national goals through planned collaboration.
• Facilitate quotes, RFPs and contracts with Marketing and Contracting teams.
• Maintain opportunity pipeline health with accurate SFDC data.
• Lead regular coaching calls with the direct manager to accelerate wins.
• Complete expense reports and administrative tasks in a timely manner.

Connaissances

Immunology knowledge

Flow cytometry

Stakeholder engagement

Sales prospecting

Scientific discussions

CRM (Salesforce)

Financial acumen

Formation

B.Sc Life Sciences

M.Sc/PhD preferred

Outils

Salesforce

Description du poste

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 is 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.

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 decisionmakers.
• 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 decisionmakers.
• 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.

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.

Required Skills Optional Skills . Primary Work Location CAN Mississauga - Derry Road West Additional Locations Work Shift We are the #MakersofPossible Working together, we make products that patients, families and their healthcare professionals rely on. We do this because we are committed to advancing the world of health™. But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real-life health benefits for people today, tomorrow and beyond. We make this happen, together. We are the makers of possible.