Regional Business Manager - Pac North

Regional Business Manager

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 Advanced Diagnostics Account Executives, specialized in total account management selling activities for all defined products within the Advanced Diagnostics 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 financial and business objectives within the region. 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, evaluating 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.
• Recruit, train, develop, and mentor a regional team of sales professionals specializing in selling Molecular, Microbiology, and ID/AST portfolios.
• 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, 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 Advanced Diagnostics organization.

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 environment or on cross functional teams.
• Ability to work with and develop relationships at the C-Suite level
• Ability to use interpersonal savvy to work all levels in the organization, to include but is not limited to, internal resources / teams
• Proven successful capital management knowledge and experience; includes ability to develop and implement customer sales

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 healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.