Job Description SummaryThe 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 DescriptionWe are the makers of possibleBD 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 possess and maintain a valid state-issued driver’s license and meet BD’s auto safety standards. Diving records may be monitored on an annual basis or as needed.
PREFFERED QUALIFICATIONS:
Minimum of 3 years previous sales management experience, or relevant demonstrated leadership experience in lieu of managerial experience
Six(6)- to ten (10) years of experience in the Research Sales Industry
Previous experience selling into Biotech, Academic, CRO’s and Pharma
Experience working in a team selling environment or on cross functional teams.
Demonstrated ability to work with and develop relationships at the C-Suite level
Consistently able to use interpersonal savvy to work with all levels in the organization, including but is not limited to internal resources/teams
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.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/careersBecton, 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.Primary Work LocationUSA CA - San Diego (BDB)Additional LocationsUSA AZ - Tempe Headquarters, USA CA - Milpitas 135, USA CO – Golden, USA TX - Austin, USA UT - Salt Lake City, USA WA - SeattleWork ShiftBecton, 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.
