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. 

Job Description
The Regional Business Manager (RBM) reports directly to the  VP of Sales  and is responsible for managing and directing a regional sales team consisting of Diagnostic Solutions Account Executives, specialized in total account management selling activities for all defined products within the DS Product Portfolio in hospitals and clinical labs within the assigned territory.  The primary goal of the RBM is leading and developing a high performing team to achieve the financial and business objectives within the region. The RBM will also have oversight of Clinical Microbiology Specialist under their leadership to help drive the sales process through clinical discussions with key customers and opportunities.  As a Sales Leader, the RBM has full accountability for driving market share growth for the entire P&L and enhancing 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.

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 sales professionals specializing in selling Molecular, Microbiology, and ID/AST portfolios.

• Recruit, train, develop and mentor Clinical Microbiology Specialist and deploy their resources in defined key accounts to accelerate sales process and provide clinical consultation as needed

• Identify, hire & develop strong talent pipeline to build a sustainable high performing team

• Routinely engage in joint sales calls with team to mentor and improve the sales skills; accelerate the sales cycle and overall performance of the sales territories.

• Provide accurate and timely forecasts of product sales by unit and revenue for the region. 

• Ensure consistent implementation of key sales management processes.

• Collaborate with BD Strategic Customer Group (SCG), Sales Specialists, IDS Director of National Accounts (DNAs) and other business partners to drive conversion and compliance of local accounts affiliated with national and large regional accounts and or regional accounts. 

• Handle regional expenses within budgeted/forecasted guidelines.

• Organize and lead Regional meetings on a regular basis, both virtual and in-person

• Key Opinion Leader development within the region.

• Advise marketing & other internal teams on commercial activities to include competitive intelligence and voice of customer.

• Successfully communicate market information multi-directionally throughout IDS organization and BD Matrix

MINIMUM QUALIFICATIONS:

• Bachelor’s degree

• 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; Capital equipment selling experience preferred.

• Five to ten years of total medical sales experience.

• Experience attaining and exceeding overall sales plan quotas, profitability, as well as, other assigned duties,

• Proficiency in Salesforce.com CRM and MS Office, including but not limited to: MS Teams, MS Excel, MS Word, MS PowerPoint

• Ability to travel up to 75% of the time

• Experience working in a team selling envi