Regional Business Manager Tennessee, Alabama, Arkansas

About the Role

As a Regional Business Manager (RBM) you will manage a region and lead a team of Territory and Associate Territory Managers to expand sales of BD products within the Surgical Solutions space. You will support the team to attain sales goals, grow existing accounts, establish new accounts, and develop talent while conducting business with integrity in accordance with BD’s Code of Ethics and policies.

Responsibilities

• Lead, manage, develop and support a team that gains thorough knowledge of all products in the Surgical Solutions portfolio.
• Manage financial resources and budget for the region, allocating resources according to profit drivers.
• Provide technical guidance to associates and develop processes and procedures to implement functional strategies.
• Model BD’s high ethical standards and code of conduct.
• Identify development needs and capability gaps, arranging projects or assignments to address them.
• Proactively identify talent internally and externally, participating in succession planning.
• Cascade organizational goals to individuals and ensure clear understanding of contributions.
• Build confidence and respect through a positive, energizing leadership style.
• Work with customers to anticipate and interpret needs and business challenges.
• Resolve operational problems that affect regional effectiveness.
• Encourage associates to pursue operational excellence, challenge old methods, and take responsible risks.
• Collaborate with internal and external groups, integrating diverse perspectives and coaching effective teamwork.
• Effectively solicit, explain, and persuade on difficult concepts, stating and defending own point of view.
• Act as an advanced 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 and inform Sales Leadership of market changes, competitive activity, and policy needs.
• Acquire extensive knowledge of pricing, discounts, product availability, and competition; conduct in‑service education for hospitals.
• Continuously increase knowledge of business, technology, and sales trends; improve sales forecasting.
• Demonstrate primary commitment to patient safety and product quality by complying with BD Quality Policy and related procedures.
• Report customer complaints according to BD’s complaint procedures.
• Develop and maintain clinical knowledge relevant to the product portfolio.
• Support BD Commercial Excellence by adhering to daily, weekly, and monthly management rigor focused on growth and disciplined process excellence.
• Train on and consistently apply the BD Way of Selling.
• Travel flexibly to meet the needs of Surgery customers and perform other duties as assigned.

Qualifications

• Bachelor’s degree required.
• Minimum 6 years of healthcare sales experience; medical sales experience preferred.
• Prior experience leading teams preferred.
• Demonstrated successful sales performance.
• Ability to work respectfully in an Operating Room, tolerate observing surgeries, and stand for extended periods.
• Strong leadership, communication (written and verbal), and persuasion skills.
• Ability to analyze data and present findings for business decisions.
• Excellent organizational and time‑management skills; ability to manage multiple priorities and meet deadlines.
• Self‑motivated, takes on additional responsibilities, and works with minimal direction.
• Professional judgment and behavior.
• Ability to build and sustain relationships with hospital personnel, sales colleagues, and home‑office staff.
• Proficiency in reading, understanding, and interpreting business periodicals, technical procedures, and regulations.
• Effective presentation skills for diverse healthcare audiences.
• Understanding of contract administration and group purchasing.
• Detailed knowledge of needs‑analysis sales approach.
• Proficiency in Microsoft Office Suite.
• Willingness to travel up to 80%, including multiple overnight trips.
• Valid driver’s license with a satisfactory driving record (subject to monitoring).
• Pass a criminal background check (subject to monitoring).
• Meet customer/medical facility access requirements, including periodic drug screenings as required.
• Maintain vendor credentialing.

Schedule & Travel

This role requires a flexible work schedule with up to 80% travel, including multiple overnight stays. A valid driver’s license and the ability to meet customer and facility access requirements are mandatory.