As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
We Are The People Who Give Possibilities Purpose
BD 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.
Job Description
POSITION OVERVIEW:
The Regional Business Manager (RBM) will participate in the development of a comprehensive and focused organizational business strategy to maximize incremental revenue and increase profitability for the Flow Cytometry business segment in the US Region. The RBM has full accountability for driving demand generation activities, specialist support, account support, and business development opportunities as required for the South East Region. 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 sales representatives by providing regular account consultation, collaboration, joint customer meetings, sales specialist meetings, channel meetings, and regular coaching and feedback. The RBM will also serve as an active sales leader nationally, providing expertise, talent, and support to accounts at the direction of the General Manager, to accelerate and exceed US Region business goals. This role is considered a key leader to the U.S. Region and the candidate must have the vision, drive, and interpersonal skills to succeed in a rapid growth environment working within the Water Corp. matrix.
Duties And Responsibilities
- Coordinate and implement business strategies for the sales team to achieve the revenue, profitability, and placement objectives for assigned instrumentation and reagent product lines.
- Ensure consistent implementation of key sales management processes such as: Sales Funnel Management; Sales Call Reporting and CRM (SFDC) management. Ensure compliance of sales call reporting and customer information management at the territory level.
- Engage in joint sales calls with sales representatives 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” associated with technical product knowledge, competitive positioning, presentation skills and value selling.
- Actively support improvement of demand and lead generation activity collaborating with marketing for data mining
- Recruit, train, develop, and coach a team of Sales Representatives.
- Manage regional expenses within budgeted/forecasted guidelines.
- Provide feedback to marketing team on commercial marketing activities to include competitive intelligence and voice of customer. Effectively communicate competitor and market information on a timely basis.
- 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 special projects related to sales or training as directed by General Manager and VP/GM U.S. Region.
- Other duties as assigned.
Minimum Qualifications
- Bachelors Degree required, Scientific Field preferred, MBA preferred.
- Minimum of 3 years previous sales management experience, or relevant demonstrated leadership experience in lieu of direct managerial experience.
- Minimum 6 years sales or commercial experience in Life Science market required.
- Experience with selling via channel
- Experience with lead and demand generation methods and funding/customer database mining
- 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, PowerBI
- Proven history of strong financial and business insight
- 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. Driving records may be monitored on an annual basis or as needed.
Preferred Qualifications
- Six (6) to ten (10) years of medical/life science sales experience
- Previous experience selling combined medical/life science capital equipment and consumable solutions
- Experience working in a team selling environment or on cross functional teams.
- Demonstrated ability to work with and develop relationships across functions in a matrixed environment
- Consistently able to use interpersonal savvy to work with all levels in the organization, including but is not limited to internal resources / teams
- Demonstrated successful experience developing “early in career” sales associates or other development program
Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. The expected compensation range for this role is $145,000-$235,000. Final compensation will be determined based on experience, skills, and geographic location.
Why Join Us?
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.
To learn more about BD visit https://bd.com/careers.
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.
Required Skills
Optional Skills
Primary Work Location
USA CA - San Jose (Reagents)
Additional Locations
Work Shift
