About this Senior Specialist, Sales, Advanced Patient Monitoring role at Edwards Lifesciences
Becton Dickinson (BD) recently completed the acquisition of the Edwards Critical Care business. This position is part of the Critical Care division, and as such will become a part of the BD organization in the future. Critical Care will operate as a separate business unit, called Advanced Patient Monitoring (APM) within BD's medical segment, aligning with BD's smart connected care approach. 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. If you are invited to interview for this position, a recruiter will provide further details about this exciting transition. Learn more about BD at bd.com.
Throughout our history, Edwards has helped transform the way physicians monitor and take preventative measures for cardio patients. Our Critical Care business unit specializes in advanced hemodynamic monitoring solutions, including artificial intelligence algorithms to provide predictive readings to clinicians, helping them get patients home to their families faster. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.
This role as Senior Sales Specialist will oversee distributor management across Central America and support distributor operations in Mexico. The successful candidate will be expected to travel regularly within the region to strengthen partnerships, support commercial activities, and ensure alignment with business goals.
How you'll make an impact:
Lead the APM distributor network across assigned territories, driving sustainable business growth within the hemodynamic and vascular monitoring portfolio while ensuring achievement of monthly, quarterly, and annual revenue targets.
Develop and execute channel growth strategies in partnership with distributors, identifying new business opportunities, supporting project implementation, and defining appropriate commercial models, including capital sales, consignment agreements, and service contracts.
Manage and optimize distributor performance by monitoring key business metrics, evaluating territory potential and project pipelines, ensuring compliance with KPIs and reporting requirements, and recommending channel adjustments to maximize market coverage and profitability.
Drive forecasting and business planning activities, aligning capital equipment and sensor sales strategies with market opportunities and customer demand.
Collaborate with cross-functional stakeholders, including Marketing, Supply Chain, Regulatory Affairs, Finance, and Commercial teams, to support business initiatives, remove execution barriers, and ensure successful project delivery.
Serve as the primary liaison between distributors and internal teams, proactively communicating customer and market needs, coordinating resources, and ensuring high-quality support throughout the sales cycle.
Support strategic business development programs by facilitating distributor engagement, sharing market insights, and contributing to initiatives that strengthen long-term customer relationships and expand the APM business.
What you'll need (Required):
Bachelor’s degree in Business, Marketing, Life Sciences, or a related field.
Postgraduate studies in Sales, Marketing, or Business Management are a plus.
Advanced English proficiency.
Proficiency in CRM platforms (e.g., Salesforce), ERP systems, Microsoft Office Suite, and data analysis tools.
Strong understanding of sales and marketing principles, key account management, territory management, and channel sales strategies.
Progressive sales experience within the medical device industry.
Expertise in the assigned product portfolio, including its clinical applications, customer value proposition, and competitive positioning.
Strong understanding of the business unit strategy, market dynamics, and competitive landscape.
In-depth knowledge of cardiovascular anatomy, physiology, and pathology relevant to the company's products and therapies.
Proven ability to achieve sales targets and drive business growth through effective commercial planning and execution.
Strong relationship-building skills, with the ability to develop trusted partnerships with customers and key stakeholders.
Demonstrated ability to identify innovative solutions that create mutual value for customers and the organization.
Excellent interpersonal and communication skills, with the ability to interact effectively across all levels of the organization and appropriately escalate issues when needed.
Strong attention to detail and organizational skills.
Ability to thrive in a fast-paced, dynamic, and evolving business environment.
Adhere to all company rules and requirements (e.g., pandemic protocols, Environmental Health & Safety rules) and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control
