Job DescriptionSurgeryIn Surgery, our products empower providers to reduce the incidence of surgical complications, improve the patient experience, and lower the total cost of surgical care. Our Surgery business unit has been evolving with the help of new technologies. From hemostats and sealants to surgical instruments and infection prevention devices, we are changing the surgical world to improve operational outcomes. With your help, we plan to drive excellence in every corner of this industry, advancing the world of health through higher-quality products and a new standard of work.
Summary:As a Regional Business Manager (RBM), you will manage a region and lead a team of Territory Managers and Associate Territory Managers to expand the sales of BD products using a balanced selling approach that involves a focus on key differentiating products, programs and services within the ARR space. The RBM is responsible for supporting a team to attain sales goals established by the Company, grow sales of current accounts, and establishing new accounts. The RBM is also focused on developing talent within the team. Regional Business Managers must conduct business with integrity and in accordance with BD's Code of Ethics, BD Way, and all applicable policies, rules, and procedures.
Responsibilities: - Lead, manage, develop and support a team that develops thorough knowledge of all products in the ARR portfolio.
- Has accountability for managing financial resources.
- Provides technical guidance to associates.
- Develops processes and procedures to implement functional strategies.
- Applies expertise to improve effectiveness and provides guidance to team.
- Role models BD's high ethical standards and code of conduct.
- Recognizes development needs and capability gaps and arranges specific projects/assignments to address needs.
- Proactively identifies talent internally and externally, including participation in succession planning process.
- Cascades organizational goals through the function/work area to the individual level and ensures individuals understand how they can contribute.
- Builds confidence and respect of others through a positive and energizing style.
- Manages budget for own area and allocates resources accordingly, applying knowledge of profit drivers.
- Works with customers to anticipate and interpret customer needs and business challenges.
- Resolves operational problems that impacts the effectiveness in the region.
- Encourages associates to strive for operational excellence by continually challenging old methods or ways of thinking and taking responsible risks to maximize results; serves as a role model in innovative thinking and in focusing on quality within work.
- Works collaboratively with internal/external groups to achieve business results, integrating the diverse perspectives of individuals of different backgrounds; coaches others in the dynamics of effective teamwork.
- Effectively solicits and explains difficult concepts and persuades others to adopt a point of view; states own point of view.
- Is an advanced strategic partner, tactician, collaborator, and team player vertically and horizontally in the organization.
- Maintains detailed knowledge and capabilities of BD's products, channels, and methods of distribution.
- Responsible for meeting regional sales and profitability goals.
- Informs Sales Leadership of significant market changes, competitive activity, customers' credit status, and needed company policy changes. Should be thoroughly knowledgeable of competitive distribution, discounts, local terms, strategy, including strengths and weaknesses.
- Acquires extensive knowledge of prices, discounts, availability of each product and competition according to quality and quantity.
- Must have all basic product knowledge and acquire knowledge of all new products added to the line and apply this knowledge to adequately conduct in-service education to all hospitals.
- Continually increases knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, and sales forecasting.
- In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the BD Quality Policy and all other documented quality processes and procedures.
- Reports customer complaints in accordance with BD's complaint procedures.
- Develops and maintains a level of excellence in clinical knowledge relevant to product portfolio.
- Ability to support BD Commercial Excellence by complying with daily, weekly, and monthly management rigor focused on growth to drive disciplined process excellence and accountability in SalesForce.
- Successfully train on and consistently apply the BD Way of Selling.
- Work a flexible work schedule and travel to meet the needs of Surgery customers.
- Other duties as assigned.
Minimum Qualifications:- Bachelor's degree required.
- Minimum of 6 years healthcare sales experience, medical sales experience preferred.
- Ability to travel up to 80%, including multiple overnights
- Must possess and maintain a valid drivers' license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
- Must possess and maintain a criminal background satisfactory to BD. Criminal backgrounds may be monitored on an annual basis or as needed.
- Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced.
Preferred Qualifications:- Prior experience leading teams preferred.
- Demonstrated successful sales performance required.
- Ability to work in an Operating Room respectfully, tolerate observing surgeries, and potentially standing on feet for extensive hours.
- Demonstrated leadership skills.
- Ability to effectively communicate complex concepts to others through clear writing and speaking skills.
- Ability to analyze data and present findings for business decision making.
- Strong persuasion and influencing skills.
- Strong organizational skills and time management skills.
- Must possess strong interpersonal skills to interact with all levels of personnel, physicians, and administrators.
- Strong time management skills with an ability to maintain numerous priorities and meet established deadlines.
- Self-motivated, takes on additional responsibilities, and balances priorities with minimal direction.
- Good judgment and professional behavior.
- Ability to effectively build and sustain professional relationships with hospital, other sales and home office personnel.
- Ability to read, understand, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to effectively present information and respond to questions from groups of healthcare professionals, executives, managers, clients and customers.
- Understands contract administration and group purchasing.
- Detailed understanding of the needs/analysis approach to sales.
- Proficiency in Microsoft Office Suite.
- Maintain vendor credentialing.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
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.
Primary Work LocationUSA RI - Warwick
Additional LocationsWork Shift 
