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 maker of possible with us. 

The RBM reports directly to the Specimen Management Sales VP and is responsible for managing and directing a regional sales team consisting of Microbiology Account Executives specialized in capital and consumable contracting to achieve the financial and business objectives of the region. As a Sales Leader, the RBM has full accountability for driving market share growth for the entire P&L and increasing the sales growth in the assigned region. Sales growth will be achieved through protecting base business while simultaneously growing competitive share. This leader is responsible for leading a winning culture, building a high performing team, evaluation and upskilling direct reports sales competency while executing sales processes and implementing business strategies.

The Regional Business Manager (RBM) reports directly to the VP Sales and is responsible for managing and directing a regional sales team consisting of Specimen Management Consultants, Clinical Specialists and Associate Territory Managers specialized in medical device contracting to achieve the financial and business objectives of the region. As the regional sales leader, the RBM has accountability for P&L management with a focus on building high performing teams, creating a winning culture and driving profitable growth within the assigned region.

DUTIES AND RESPONSIBILITIES:

• Coordinate and implement business strategies through a regional sales and clinical team to achieve assigned budget. 

• Promote an inclusive Work Environment - Respect and value the authenticity of others  among the team and use differences to improve the regional performance and working environment. 

• Recruit, train, develop, and mentor a regional team of both medical device and consumable sales representatives specializing in lab diagnostics, medical supplies and/or strong B2B sales competence. 

• Promote the ongoing development of their direct team and to identify, develop and promote talent throughout BD.

• Engage in joint sales calls with direct reports to mentor, coach and develop selling skills; accelerate the sales cycle and overall performance of the sales territory.

• Provide accurate and timely forecasts of product sales by unit and revenue for the region.  Coordinate and direct territory targeting and planning efforts.

• Ensure consistent implementation of key sales management processes.

• Collaborate with cross-functional partners including but not limited to National Accounts, Marketing, Sales Enablement, Contracting, Pricing, HR and Finance to deliver on regional priorities.  Work cohesively with National Accounts to drive conversion and compliance of local accounts affiliated with national and regional IDNs and or regional accounts. 

• Support onboarding, training and mentoring of all direct reports.

• Attain regional SG&A targets within defined fiscal year.

• Lead Key Opinion Leader development within the region.

• Successfully communicate market information for business development.

MINIMUM QUALIFICATIONS:

• Bachelor’s degree (BA or BS) from a four-year college or university.  MBA a plus.

• 3+ years previous sales management experience, or relevant proven leadership experience.

• 3+ years of a combination of clinical market sales, financial or technical selling experience; Lab diagnostics or Med/Surg background preferred.

• Five (5) to Ten (10) years of medical sales experience.  

• Experience maintaining P&L and working compensation plans for sales plan attainment.

• Experience working in a team selling environment or within cross functional teams.

• Previous direct report oversight and experience leading strong teams. 

• Ability to work with and develop relationships at the C-Suite level.

• Effective interpersonal skills.

• Must have a clean MVR.

• Proficiency in MS Excel, MS Word, MS PowerPoint, SFDC preferred

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

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

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. 

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