Job Description: SummaryReports to the PAS US VP of Sales and leads the PAS Mid Atlantic sales team.
This role is accountable for the attainment of sales goals in line with business strategy with the goal of attainment of budget for all territories within the region. This includes management of all sales activities and the implementation of marketing programs as well as recruiting, training and development of Sales Consultants to ensure a successful and high performance sales team. The Regional Business Manager coaches and manages 7-9 sales associates.
There is accountability for management and growth of revenue within limits of the operational expense budget. There is a high priority given to building and developing relationships at the executive level in the region's top 20 targeted IDNs. Their focus is at the economic and clinical decision making level.
The Regional Business Manager works with the PAS Sales Management team in the development of processes to enhance sales productivity and results.
Duties and Responsibilities:
Responsible for the attainment of regional sales quotas
Responsible for the attainment of sales quotas for each territory within the region
Responsible for the implementation of all sales plans including promotional activities, SMAP objectives, marketing initiatives
Responsible for the management of operating expenses
Determines the sales needs and deploys resources as appropriate to meet market demands
Establishes specific sales objectives for sales consultants
Implements sales training programs to provide ongoing development of selling skills, product knowledge, territorial management, company policies and procedures
Maintains an effective working relationship with key distributors & specific accounts within region
Effectively manages relationships across one-company initiatives
Communicates detailed information on product problems, product acceptance, competitive activity, pricing, industry trends to ensure sales activities can be modified
Responsible for the training, coaching and counseling of sales associates within the region that is aligned to the US Go to Market Strategy objectives
Insure that all sales associates actively participate in strategic promotions
Lead and support the tactical implementation plans associated with US business strategy
Ensures that all field sales data is routinely maintained and accurate
Plans sales programs that will enable the region to attain yearly or short term sales goals
Utilizing financial and analytical skills interprets sales trends to successfully attain business plans
Creates urgency and proactively manages change
Builds and maintains strong relationships with customers and key opinion leaders in region.
Identifies opportunities for synergy, integration and efficiency
Builds and maintains strong relationships with customers and gains their respect and trust.
Easily steps up to conflict, quickly finds common ground and manages with courage.
Dedicated to meeting the expectations and requirements of customers in area.
Adapts the sales process to meet market changes
Collaboratively works with local BDX sales teams
Balances BD goals with customer needs in seeking a win/win
BA or BS degree.
5 to 7 years experience as a BD Sales Consultant, managerial experience or comparable experience outside of BD.
Proactively identify and respond to changes in business environment.
Sets priorities for the team and marshals resources to get things done.
Strong financial and analytical skills and applications to business plans.
Drives results and proactively implement corrective actions, when necessary, to meet expectations.
Thinks strategically and knows how to implement sales strategy.
Excellent communication, interpersonal, presentation and influencing skills
Ability to navigate within an internal matrix organization and understands the need for BDX collaboration.
Our most successful candidate will have traits and qualities to build and/or leads effective teams, demonstrate successful coaching and mentoring, and have skills to deliver all types of feedback
Ability to travel up to 50%
Preferred & Desired Education and Experience:
Education in Life-Sciences preferred.
Master's or MBA degree desired.
Experience with BD products preferred.
Prior experience as a BD Sales Consultant desired with selling expertise with significant knowledge of BD products; exemplification of the BD values preferred.
Primary Work LocationUSA NJ - Franklin Lakes
BD (Becton, Dickinson And Company)