Scope of Responsibility
The Regional Business Manager (RBM) within Microbiology Systems is a field-based leadership position that integrates the business activities and priorities with the Microbiology Systems Sales organization. Reporting to the Vice President of Sales, the RBM is focused on the following areas: Profitability, sales revenue growth, and product optimization, Customer training and support in the field, Assigned Microbiology Systems product lines, and Execution of Tactical Action Plans.
To maximize their effectiveness and ensure that Microbiology Systems (MS) sales goals are met, the RBM will maintain an awareness of customer needs, working jointly with Account Business Managers (ABMs) and Instrument Specialists (ISs) on a daily basis. The RBM is also responsible for management of the selling funnel (e.g., customer targets, forecasts, closes) and National Account compliance.
Responsible for recruiting, managing, developing, and motivating assigned regional team members. Also responsible for regional budget, expense reports and managing the sample budget.
Engages in joint sales calls, routinely, with ABMs to accelerate the sales cycle, observe skills, and focus on development opportunities. Responsible for sales achievement within assigned region.
Assists in driving capital equipment sales across the regional team; this includes responsibility for the sale of many capital instruments
Identifies and selects approaches for sales effectiveness and efficiencies.
Develops and maintains relationships with key customers, national accounts, distributors and professional organizations (e.g., local societies) within the region, or as assigned, by engaging in field activities that facilitate the growth of MS sales.
Collaborates with Strategic Account Managers (SAM's) and National Account Managers (NAMs) to drive conversion and compliance of local accounts affiliated with national and large regional accounts. Engages SAMs in regional priority activities and targeted customer accounts.
Identifies significant trends or new issues of strategic importance and communicates them to MS business leadership. Provides formal and informal feedback and recommendations throughout MS.
Responsible for oversight of contract renewal process and contracts/bids development within region.
Conducts regional meetings on specified topics of importance to sales efforts, as identified by Sales leadership & marketing teams.
Provides sales mentoring and training of "best practices" associated with technical product knowledge, competitive positioning, demonstration skills and value selling.
Coordinates with MS US Marketing associates to ensure effective development, communication and implementation of Marketing programs/promotions and pricing guidelines, accurate product positioning, cost justifications and value propositions.
Recommends, assists and coordinates with MS Marketing for development of segment specific cost/reimbursement models, selling tools and value analysis tools that provide MS product differentiation and help meet sales and profit objectives in the Region.
Attends regional trade shows, exhibits, and meetings to represent BD, advocate our products value, engage with current and potential customer base and observe competitors.
This position has 8 direct reports: 5 generalists and 3 specialists.
BA/BS in Life Sciences, Biological areas, Business, or related discipline is required. Degree in Medical Technology (MT ASCP) or Microbiology a plus.
Business experience in a science-related field also
Demonstrates coaching and mentoring leadership skills with teams that operate within a complex hospital sales environment.
Minimum 5 yrs. documented success (top 20%) in the sale of broad range laboratory products with multi-level selling experience required, including capital equipment..
Good understanding of the National Accounts
IDN relationships within the geography.
Possesses strong business acumen and complex selling skills. Capital equipment experience preferred.
High proficiency in using multiple software applications (Sales Force Automation, Microsoft Office Tools, Lotus Notes) required.
$50K at plan
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