Job Description Summary

The Regional Business Manager - Research (RBM) will participate in the development of a comprehensive and focused organizational research business strategy to maximize incremental revenue and increase profitability for the research instrument and reagent portfolio in the US Region. The RBM will drive execution of the national business strategy, in part by leading a regional sales team of research reagent specialists (RRS) and research instrument specialists (RIS) to achieve the financial and business objectives of an assigned region. The RBM has full accountability for driving market share and maximizing sales growth for the research reagent and instrument portfolio in their assigned region and shared accountability for the national Research business goals by protecting base business and growing new business, menu expansion and competitive conversions. This individual is responsible for implementing business strategies, directing, and monitoring the daily sales activities of the team, and insuring customer satisfaction relative to sales activities. The RBM will work closely with the RRS/RIS reps by providing regular account consultation, collaboration, joint customer demos/meetings and regular coaching and feedback. This role is considered a key leader of the Research Business, and the candidate must have the vision, drive and interpersonal skills to succeed in a rapid growth environment. The candidate will be a ‘hands on’ account management professional operating with a sense of ownership within a highly matrixed environment.

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 the assigned reagent and instrument product lines.

• Drive Key Account business strategies in territory

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

• Responsible for coaching and driving a capital sales process

• Ensure consistent implementation of key sales management processes such as: sales funnel management; sales call reporting and CRM (SFDC) Management.

• Engage in joint sales calls with the assigned sales specialist to coach and improve the sales skills; accelerate the sales cycle and overall performance of the sales territory.

• Provide sales mentoring and training of “best practices” associate with technical product knowledge, competitive positioning, demonstration skills and value selling.

• Recruit, train, develop and coach a team of Research Reagent Specialist (RRS).

• Manage regional expenses within budgeted/forecasted guidelines.

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

• Promote an Inclusive work environment- Respect and value the diversity among the team and leverage differences to enhance the regional performance and working environment.

• Take ownership and drive specialist projects related to sales or training as directed by the Area Sales Director, or US VP of Sales and VP/GM US Region.

MINIMUM QUALIFICATIONS:

• B.S. Degree from an accredited university in the scientific field

• Minimum 6 years sales or commercial experience in the Life Sciences industry.

• Demonstrated history of attaining and exceeding overall sales targets and assigned goals and objectives.

• Strong leadership, communication and organization skills, able to successfully communicate to a variety of internal and external audiences in high stress environments.

• Computer proficiency in MS Excel, MS Word, MS PowerPoint and SalesForce.com

• Proven history of strong financial and business acumen

• Travel- Approximately 50% of work time will be spent traveling, including overnight.

• Must po