Job Description Summary

The RBM reports directly to the Sales VP and is responsible for managing and directing a regional sales team consisting of Microbiology and Specimen Management Consultants specialized in both 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 maximizing 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 and building high performing teams while executing sales processes and implementing business strategies.

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.

DUTIES AND RESPONSIBILITIES:

• Coordinate and implement business strategies through a regional sales team to achieve the revenue, profitability, and placement objectives for assigned instrumentation and reagent product lines.

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

• Recruit, train, develop, and mentor a regional team of both capital and consumable sales representatives specializing in Microbiology and Specimen Management.

• Promote the ongoing development of his /her sales team and to identify, develop and export talent.

• Engage in joint sales calls with assigned sales specialist to mentor and improve the sales 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 Strategic Consulting Group (SCG’s), Lab Automation team, and National Account Executives (NAEs) to drive conversion and compliance of local accounts affiliated with national and large regional accounts and or regional accounts. 

• Provide sales mentoring and training.

• Handle regional expenses within budgeted/forecasted guidelines.

• Key Opinion Leader development within the region.

• Advise marketing team on commercial marketing activities to include competitive intelligence and voice of customer.

• Successfully communicate market information

MINIMUM QUALIFICATIONS:

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

• Minimum of 3 years previous sales management experience, or relevant demonstrated leadership experience.

• Minimum of 3 years of a combination of clinical market sales, financial or technical selling experience; Capital equipment experience selling experience preferred.

• Experience attaining or exceeding overall sales plan profitability, as well as other assigned goals and objectives.

• Computer proficiency in MS Excel, MS Word, MS PowerPoint, and Lotus Notes.

Preferred:

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

• Previous experience in medical capital equipment sales.

• Previous experience in medical consumable sales.

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

• Demonstrated leadership capability in lieu of direct managerial experience.

• Previous team management and/ or equivalent experience.

• Consistently demonstrate the ability work with and develop relationships at the C-Suite level

• Consistently demonstrate the ability to use interpersonal savvy to work all levels in the organization, to include but is not limited to, internal resources / teams

• Demonstrated successful capital management knowledge and experience; includes demonstrated ability to develop and implement customer sales strategies

• Demonstrated ability to communicate effectively within team settings

COMPETENCIES:

• Building Organizational Capability:  Proficient: Is a good judge of talent; accurately projects what people are likely to do across a variety of situations; hires the best people available from inside or outside; assembles talented teams. Candidate must be able to articulate the strengths and limitations of people. Consistently assembles good, talented teams

• Developing Others:  Mastery: Provides challenging and stretching tasks and assignments; holds frequent development discussions; is aware of each direct reports career goals; constructs compelling development plans and executes them; pushes direct reports to accept development moves; will take direct reports who need work; is a people builder. Creates an environment of positive feedback while encouraging others to reach farther and higher while striving to achieve their goals. Creates opportunities for enrichment, as well as development programs for others, and motivates them to participate

• Team Leadership:  Proficient: Blends people into teams when needed; creates strong morale and spirit in his /her team; shares wins and success; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team. Builds cohesive teams of people within the organization, valuing team spirit. Shares wins and successes such that each team member feels valuable and appreciated

• Driving for Results:  Mastery: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results. Anticipates obstacles and is prepared with contingency plans so as not to impede the drive to the goal; keeps everyone on track. This candidate is the go-to person for both action and strategic planning of complex and tough assignments

• Holding Others Accountable:  Proficient: Cleary assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results; designs feedback loops into work. Candidate sets quantitative and qualitative measures that are tied to goals and objectives. Regularly interacts with others to give and receive feedback on a timely basis.

• Business Acumen:  Proficient: Doesn't hold back anything that needs to be said; provides current, direct, complete and actionable positive and corrective feedback to others; lets people know where they stand; faces up to people problems or any person or situation (not including direct reports) quickly and directly; is not afraid to take action when necessary. This candidate will deal head-on with people problems and uncomfortable situations.

• Communication and Negotiation Skills:  Proficient: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful to the negotiations; has a good sense of timing. Adeptly understands motivations of counterparts and incorporates knowledge into negotiations. A gain trust quickly of other participants during negotiations and is a good communicator. Shape the Future Business - focuses on understanding the business and marketplace, and planning for the future. It involves being strategic in our planning, identifying opportunities that will help shape the business, and having the right systems and processes in place. This cluster includes Build Organizational Capability, Business Acumen, Initiative, Organizational Awareness and Strategic Planning.

• Align People for High Performance: Focuses on building and leading high performing teams. It involves leading and developing others, working collaboratively, and ensuring we are aligned and working toward common goals. This cluster includes Collaboration, Develop Others, Hold Others Accountable, and Team Leadership.

• Execute for Success: Focuses on delivering results and achieving the desired outcomes. It involves having the knowledge and savvy to drive the business forward and striving to achieve challenging goals while meeting customer needs and gaining their buy-in to our ideas and solutions. This cluster includes Build Relationships, Communication, Demonstrate Customer Centricity, Drive for Results, and Influence Others.

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.

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. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.

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.

PDN

Primary Work Location

USA MD - Sparks - 39 Loveton Circle

Additional Locations

Work Shift