Regional Business Manager (RBM) - Southeast (FL, GA, SC, NC, TN, MS)
Becton Dickinson
Summary
The Regional Business Manager (RBM) reports to the AVP of Sales East 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.
Job description
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. MBA a plus.
- 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; 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
Requirements
- Bachelor's degree (BA or BS) from a four-year college or university
- 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
- 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
- MBA a plus
- Lab diagnostics or Med/Surg background preferred
Company overview
Becton, Dickinson and Company (BD) is a leading American multinational medical technology company founded in 1897 and headquartered in Franklin Lakes, New Jersey. As one of the largest global medical technology companies, BD specializes in manufacturing and selling medical devices, instrument systems, and reagents while also providing consulting and analytics services. The company operates through three main segments: BD Medical (focusing on medication delivery and management), BD Life Sciences (specializing in diagnostics and biosciences), and BD Interventional (concentrating on surgical and critical care interventions). With over 72,000 employees worldwide, BD has established a significant presence in virtually every country and serves healthcare providers, hospitals, clinics, pharmaceutical companies, and research institutions. The company is publicly traded on the New York Stock Exchange (NYSE: BDX) and is a component of the S&P 500 index. BD has a long history of innovation, including developing the first insulin injection device in 1924, the first sterile disposable medical device in 1952, and pioneering safety-engineered syringes. The company continues to advance healthcare through its commitment to improving medical discovery, diagnostics, and care delivery while addressing global health challenges.