Job Description Summary

Job Description

We are the makers of possible

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—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.

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a makerof possible with us.

Be part of something bigger!

Area Sales Director

The Area Sales Director (ASD) position will be responsible for handling all aspects of the Biosciences Business in their geography, including meeting/exceeding revenue targets, hitting gross margin goals, handling sales expense, and driving team productivity. In addition, the ASD will own managing key customer relationships by improving customer satisfaction and loyalty for the largest accounts in their geography. Further, the ASD will be responsible for driving talent management across their sales team, including correcting under-performance, coaching and developing high-performers, and identifying and attracting diversified talent to their teams.

Managing All Aspects of the Bioscience Business in the Region:

• Develop Area Business Plan which summarizes Area sales, and margin objectives, and outlines key strategies and tactics for meeting/exceeding objectives. Summarizes “Top X” opportunities to meet objectives, and outlines progress and next steps.

• Work directly with all BDB/US Region partners to implement Area Business Plan. Partners include Customer Service, Field Service Engineers, the Strategic Customer Group, Marketing, Manufacturing, HR, Finance, Legal, and Regulatory. 

• Manage sales team in the execution of the Area Business Plan. Drive accountability in meeting/exceeding all sales targets. Expect and inspect Sales Consultant Territory Plans which summarizes territory sales objectives, outlines sales funnel, and provides current YTD performance against objectives, and forecasted quarter and year end finish.  Responsible for both direct report sales associates and Regional Business Manager.

• Enhance BDB/BDX share-of-wallet through account-team selling by developing and driving opportunities that include all appropriate BDB and BDX products and solutions.

• Track and periodically report progress against Area Business Plan to BDB and US Region Leadership.

• Coach Sales Associates in all aspects for the sales and customer buying process for capital equipment and consumables.  Provide mentorship and guidance during cadence calls and funnel reviews.  Ensure associates are maintaining funnel accuracy and forecasting.

• Sales Force Reporting.  Maintain accurate regional forecasting and demand planning via Salesforce field utilization and reporting.

Manage Key Customer Relationships

• Develop with support from the regional “strong teams”, key account strategies that outline strategies and tactics crafted to manage the entire customer lifecycle. Steps of the customer lifecycle including helping the customer understand their needs, crafting a solution, contracting for the solution, implementing the solution, and ensuring customer sees the value in what they purchased from BD.

• Work directly with Key Accounts to implement developed key account strategies. Own working directly with all BDB/US Region collaborators to complete all aspects to the Key Account Plan. Own resolution of issues and challenges as they arise.

• Host recurring Key Account Business Reviews with customer to review progress, reinforce value delivered, and identify new opportunities for partnership.

• For non-key accounts, expect and inspect Account Plans. Drive accountability for managing customer lifecycle to each sales consultant.

Drive Talent Management

• Develop and maintain Area Talent Profile (ATP) which includes performance ranking grid, performance improvement plans for under-performers, hi-po career development plans for high-potential employees, and succession plans to identify and attract diversified talent.

• Review ATP with BDB and US Region Leadership as part of Area Business Review

• Actively recruit and prospect for diverse regional Talent to develop talent pool

SKILLS AND CAPABILITIES:

• Matrix Leadership

• Handle and resolve complex issues

• Accepts and drives personal accountability to deliver results

• Broader business acuity: ability to run a sales territory/region like a business 

• Critical thinking: develops plans, strategies, and tactics to move from a reactive to proactive position

• Enterprise thinking: ability to think beyond specific silo(s) to consider the broader implications to BDB/BD as a whole.

• Comfort with ambiguity. Ability to problem-solve their way through unfamiliar situations and adapt to change.

• Strong understanding of Research marketplace including Academic, Pharma/Biotech, and CROs.

EDUCATION AND EXPERIENCE:

• BS in Science or BA required, graduate degree preferred

• Minimum 3 years of direct-line sales leadership experience. Experience in matrix leadership preferred.

• Minimum 10 years healthcare experience required, 5 years in Life Sciences preferred.

• Experience with business to business sales with Pharma, Biotech, CROs, and Academic research segments preferred.

• Minimum 5 years of capital equipment sales experience required. Experience selling solutions preferred.

• Experience working directly with key accounts

• Experience working with Channel partners and leveraging Channel Partnerships

• Active involvement in local industry/trade groups

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Click on Apply if this sounds like you!

Why join us?

A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.

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

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $185000.00 - $275000.00 Annual Range includes Base + Incentive.

Candidates whose job duties will be physically performed within unincorporated Los Angeles County limits: All qualified Applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. BD abides by any and all laws or regulations that impose restrictions or prohibitions for hiring applicants with criminal histories for posted positions.

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