We are the people who give possibilities purpose

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.

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 Regional Business Manager (RBM) reports to the VP Sales and is responsible for managing and directing a regional sales team consisting of Specimen Management Consultants 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.  Sales growth will be achieved through protecting and upgrading current business while simultaneously growing competitive share.

This region spans from Minneapolis to Alaska, to include 60% travel.

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 medical device sales representatives specializing in laboratory diagnostics, infection prevention, phlebotomy, nursing and emergency medicine.    

• Promote the ongoing development of his/her 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 required.  MBA a plus.

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

• 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