Territory Sales Specialist Mds (Field) Milano

Territory Sales Specialist Mds (Field)
Milano
Lombardia, Milano

Job Description Summary**:

**Be part of something bigger!

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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.

We have over 70, 000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

**Our vision for** Medication Delivery Solutions **at BD**:

As a leading manufacturer and supplier of products that are used daily in healthcare, the Medication Delivery Solutions (MDS) team provide a wide range of products for injection and infusion therapy, regional anaesthesia and closed medication management.

**About the role**:

**As Territory Sales Specialist **you will develop relationships with various interlocutors by identifying their needs and providing products / solutions to satisfy what has emerged and guarantee the achievement of the assigned business objectives (Sales & Gross Profit) through: o Creation of a partnership relationship with hospitals and key interlocutors in the assigned area for the development of sales of the existing product and solution portfolio o Promote market development activities for new products and solutions o Constant monitoring of the results achieved by the indirect team (agents and dealers) with respect to the commercial planning carried out, stimulating the identification of new projects and business opportunities in order to feed the Sales Funnel o Active support with its interlocutors, in compliance with current regulations, in the various purchasing processes.

**Main responsibilities will include**:

**Carry out, in alignment with the Area Manager, an accurate analysis**:

- performance, present and future scenarios / trends, in the assigned area, involving where necessary also indirect collaborators and / or resellers

- of the main sponsors, power sponsors and influencers

- sales results vs. historical and budget

- present and future opportunities relating to customer sales plans

**Support the Area Manager for**:

- development of the objectives plan for agents and dealers

- monthly / annual area forecast

- SFDC analysis

**Monthly sharing of YTD sales results and YTG objectives**:

**Participate in the organization of meetings with colleagues, agents and distributors to share analysis of results, strategic guidelines, check the progress of initiatives and projects in the area, share any opportunities / critical issues.

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**Support agents and distributors in the area**:

**To be constantly updated on the purchasing procedures (eg tenders, RDO) in progress and to support the value proposition of BD products and services with the main partners.

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**Ensure, both in the pre and post-race phase**:

- identification of the needs of the various interlocutors

- the support, as per current regulations, for the drafting of the technical tender specifications.

- presence, where required, at all stages of the tender, gathering all the information deemed vital (challenging prices, award / exclusion criteria, final ranking) and handling all disputes that may be necessary directly on site

- providing the training vital for the accurate use of the BD products / solutions awarded

- the involvement of colleagues from other departments (clinical, marketing, oncology, etc. )

after validation by their direct manager.

- the correspondence of what was awarded with what was actually ordered as per current legislation.

- timely reporting of critical issues

**Handle selected Key Opinion leaders of the area**:

**Attend local and / or national congresses where guests from your area are present**:

**Propose the most effective commercial offer (project and price) to the Area Sales Manager in the case of sophisticated offers**:

**Support the Marketing, the SFE and the Tender Office in the preparation of the tender documentation**:

**Systematically update the company information systems, the related reports and prepare the summary report as required.

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**Analyze and supervise the achievement of the business objectives of the assigned area (Sales & Gross profit), the relative deviations, the progress of the planned projects.

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**Collect information from the field and provide structured feedback to the Area Manager, the Sales Manager, the Marketing Team and the CBL relating to trends and scenarios, competitors, awarding of tenders and propose initiatives to seize business opportunities / improve internal processes**:

**About you**:

**Education & experience**:

- University Diploma / Diploma / Science Degree and / or equivalent

- Good knowledge of the English language

- Having gained significant experience in the commercial field in medical realities

- Management of complex negotiations

**Technical skills / technical skills**:

- In-depth knowledge of purchasing mechanisms and logics in public and private hospitals

- In-depth knowledge of the solutions to be proposed

- In-depth knowledge of the refe