Regional Business Manager - Carolina's / Georgia

BD is one of the largest global medical technology companies, advancing the world of health through transformative solutions in design, engineering, manufacturing, and marketing of billions of MedTech products annually. In Surgery, our products empower providers to reduce surgical complications, improve patient experience, and lower the total cost of care. From hemostats and sealants to surgical instruments and infection prevention devices, we are driving excellence in surgical outcomes.

About the role

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 focused on key differentiating products, programs, and services within the ARR space. You will support your team in attaining sales goals, growing current accounts, establishing new accounts, and developing talent while conducting business with integrity in accordance with BD’s Code of Ethics and policies.

Responsibilities

• Lead, manage, develop, and support a team with thorough knowledge of all products in the ARR portfolio.
• Manage financial resources and provide technical guidance to associates.
• Develop processes and procedures to implement functional strategies and improve effectiveness.
• Role model BD’s high ethical standards and code of conduct.
• Identify development needs and capability gaps; arrange specific projects/assignments to address them.
• Proactively identify talent internally and externally, including participation in succession planning.
• Cascade organizational goals to the individual level and ensure understanding of contributions.
• Build confidence and respect through a positive and energizing leadership style.
• Manage budget and allocate resources based on profit drivers.
• Anticipate and interpret customer needs and business challenges.
• Resolve operational problems impacting regional effectiveness.
• Encourage operational excellence by challenging old methods and fostering innovative thinking.
• Collaborate with internal/external groups to achieve business results, integrating diverse perspectives.
• Effectively communicate complex concepts and persuade others to adopt a point of view.
• Serve as a strategic partner, tactician, collaborator, and team player across the organization.
• Maintain detailed knowledge of BD’s products, channels, and distribution methods.
• Meet regional sales and profitability goals.
• Inform Sales Leadership of market changes, competitive activity, customer credit status, and policy needs.
• Analyze competitive distribution, discounts, local terms, and strategy, including strengths and weaknesses.
• Acquire extensive knowledge of product pricing, discounts, availability, and competition.
• Maintain up-to-date product knowledge, including new products, and conduct in-service education for hospitals.
• Increase knowledge of business trends, sales skills, promotion techniques, and sales forecasting.
• Demonstrate commitment to patient safety and product quality by complying with BD’s Quality Policy.
• Report customer complaints in accordance with BD’s procedures.
• Develop and maintain excellence in clinical knowledge relevant to the product portfolio.
• Support BD Commercial Excellence through disciplined process management and accountability in SalesForce.
• Train on and consistently apply the BD Way of Selling.
• Work a flexible schedule and travel to meet Surgery customer needs.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree required.
• Minimum of 6 years of healthcare sales experience; medical sales experience preferred.
• Ability to travel up to 80%, including multiple overnights.
• Possess and maintain a valid driver’s license and a driving record satisfactory to the Company.
• Possess and maintain a criminal background satisfactory to BD.
• Meet and maintain customer/medical facility access requirements, including drug screenings.

Preferred Qualifications

• Prior experience leading teams.
• Demonstrated successful sales performance.
• Ability to work in an Operating Room, tolerate observing surgeries, and stand for extensive hours.
• Strong leadership, communication, and interpersonal skills.
• Ability to analyze data and present findings for business decision-making.
• Strong persuasion, influencing, organizational, and time management skills.
• Self-motivated with the ability to balance priorities and take on additional responsibilities.
• Good judgment and professional behavior.
• Ability to build and sustain professional relationships with hospital personnel, sales teams, and executives.
• Ability to read, understand, and interpret business periodicals, professional journals, and regulations.
• Proficiency in Microsoft Office Suite.
• Understanding of contract administration and group purchasing.
• Detailed understanding of the needs/analysis approach to sales.
• Maintain vendor credentialing.

Schedule

This role requires a minimum of 4 days of in-office presence per week for on-site collaboration. Remote or field-based positions will have different workplace arrangements as indicated in the job posting.

Additional Information

Employment is contingent upon the Company’s receipt of sufficient proof of COVID-19 vaccination or, in some locations, testing may be required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.