Job ID R-365550 Date posted 03/06/2020 BACK TO SEARCH RESULTS Apply

Solution Manager EMEA: BD Cato

Job Description Summary

Job Description

Solution Manager EMEA: BD Cato

Any BD European location

A superb, wide-ranging Solution Manager EMEA: BD Cato career development role with BD, a global leader in Medical Technology.

Company Overview

BD is a leading global medical technology company that develops, manufactures and sells medical devices, instrument systems and reagents. BD is focused on improving drug delivery, enhancing the quality and speed of diagnosing infectious diseases and cancers, and advancing research, discovery and production of new drugs and vaccines.

In MMS, we have a single minded focus on improving the end to end medication management process from prescription all of the way to administration; enhancing safety and efficiency at every step along the way.  Everyone from the pharmacy technician to the nurse at the bedside face thousands of decisions every day that can impact the safety of both their patients and themselves.  We believe that by looking beyond technologies and at the entire system of medication management processes we can reduce the chance of medication errors, and deliver efficiency.

Cato Software Solutions is part of BD Medical and provides a suite of comprehensive medication safety solutions for oncological therapy planning and the preparation of cytotoxins and other critical IV compounds. With a success story that began more than 10 years ago, cato® is being used in many renowned hospitals all over Europe.

Role Overview

Design and deliver end to end customer medication management solutions with BD Cato technologies as an integral part. Solutions will be designed following analysis and consideration of each customer’s clinical/operational/IT processes and focus on specific customer objectives and change drivers. It will be essential to partner with, and assist, the customer during the implementation phase to ensure full stakeholder understanding of new clinical workflows and their implications. Visit customers post-implementation to ensure continuity of adoption, technology optimization and achievement of clinical objectives.  

Main Responsibilities

  • Design medication management solutions for customers adopting BD Cato and BD oncology solution workflows. Ensure full integration of clinical workflows and technology components of projects.
  • Provide professional, process-focused pre-Sales customer support and education. Help current and future customers understand the impact and value of an end-to-end automated IV processes.
  • Work closely with the EMEA marketing team to design and develop customer facing materials, event management and other customer engagement and promotional opportunities. 
  • Play an active role in project implementation including clinical validation processes to ensure accuracy of processes and the full and proper integration of existing clinical workflows and IT systems.
  • Track and measure projects using a CRM database.
  • Support commercial teams, 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.
  • Create a pan-European network of flagship reference centres and professional KOL advocates. 

Duties / Accountabilities

This provides the general requirements of the role but is not exhaustive.

  • Pre-sales
    • Undertake workflow analysis in order to understand current workflows from Prescribing-Compounding and administration.
    • 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 solution and gain buy-in from multi-stakeholder customers.
    • Support the sales team in tender preparation and creation of commercial terms

  • Peri-implementation
    • Support Implementation Process Manager/ Project manager by leading Design decisions, Policy and Procedures development & clinical validation of interfaces as appropriate.

  • Post-implementation
    • System optimization: regular ‘health checks’/validation support
    • Identification and positioning of expansion potential.

  • Regional Expert
    • Train regional sales team on Cato technology, customer solutions & workflows
    • Develop regional standards & models as appropriate.
    • Align with the Solution Management Office, Marketing, R&D and Product Development to ensure current and future Cato offerings evolve with changing customer needs and priorities.
    • Ensure the continuous evolution, development and improvement of the clinical process and technology knowledge base. Actively share best practice with technical and commercial teams and participate in certified educational programs, research opportunities, and clinical seminars as appropriate.
    • Identify and nurture relationships with key thought-leading and high profile professionals. Create a strong bench of highly credible, professional advocates for BD’s Cato based technology and solutions.

  • Reference Site Development
    • Support local 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(s).
    • Actively contribute to the on-going development of BD Dispensing International marketing collateral such as customer case studies, clinical process bench-marking, and medication and supply consumption trends analyses.


  • High degree of cultural awareness and ability to work both independently and as part of a dynamic and high-performing cross-functional team.
  • Able to build strong and enduring customer relationships based on highly developed interpersonal skills and professional experience and credibility.
  • Excellent organizational, project management, presenting and influencing skills
  • Comfortable challenging the “status-quo”  and in motivating teams for achievement of project objectives.
  • Open, clear and consistent communication skills

Qualifications & Experience

  • Bachelor’s degree/Masters in Pharmacy and 3+ years relevant clinical experience. Experience with medical oncology a bonus.
  • Experience managing projects and success in motivating clinical teams to achieve shared objectives.
  • Sales, project management and/or customer relationship management experience would be highly beneficial.
  • Familiar with and competent on Microsoft packages
  • Proficient working clinical English, spoken and written
  • Willingness to travel frequently. Variable intensity, pan-EMEA, max 70%.  

Additional (not essential)

  • Languages: other European languages advantageous

It’s a superb, all-round Solution Manager EMEA: BD Cato career development role with a world leader in medical devices.  So if this describes you and your aspirations, then please click on the APPLY button.

Primary Work Location

CHE Eysins - Business Park Terre-Bonne

Additional Locations

ESP San Agustin del Guadalix, FRA Parkile, GBR Crawley, ITA Milano - Via Enrico Cialdini, NLD Amsterdam - Herikerbergweg, SWE Stockholm - Arstaangsvagen (inactive)

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"I like being able to make a difference. Working at BD is an opportunity where the products save lives every day."
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