JOB DESCRIPTION

We are the makers of possible
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.
We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

SUMMARY

The Regional Sales Manager (RSM) position is responsible for leading the sales organization to deliver sustainable revenue growth and profitability within assigned territories while operating within Company policies/procedures and the assigned expense budget. The RSM is accountable for all aspects of sales including but not limited to: sales strategy development & implementation; business planning; inventory management; product portfolio management; territory management; customer relations; sales training; sales support; contract negotiations; distributor relations; market research; competitive analysis; new product launches; and sales forecasting. The RSM will work closely with Marketing, Operations, Finance, Regulatory Affairs, Legal, Human Resources, Quality Assurance, Technical Support, and Distributors in their respective areas of responsibility. This individual must be able to effectively communicate with internal and external customers, possess strong organizational skills, have demonstrated initiative, interpersonal skills, and have a track record of accomplishments. The position reports directly to the District Sales Manager (DSM).
Region: West covers that states of: CA, CO, UT, MT, NV, NM, WA, AZ, OR and ID

QUALIFICATIONS

• Bachelor’s degree in Business Administration, Marketing, Engineering, or equivalent experience. Master’s degree preferred.
• Five years of direct sales experience in medical devices with at least three years of supervisory experience. Experience in peripheral vascular or endovascular market desirable.
• Strong analytical and problem solving skills.
• Excellent verbal and written communications skills.
• Demonstrated negotiation skills.
• Ability to manage multiple tasks simultaneously.
• Computer literacy (MS Office Suite).
• Travel Requirement: 75% (This includes international travel.)
  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.

• Provide input into the development of annual unit, dollar, and product-line sales budgets for the territory by product category.
• Assist with development of strategic plans for the territory.
• Develop short term tactics for the territory based on analysis of historical data, trends, and market potential.
• Ensure execution of approved tactics through communication with Marketing, Operations, Finance, Regulatory Affairs, Legal, Human Resources, Quality Assurance, Technical Support, and Distributors.
• Implement sales programs and strategies as defined by the DSM and Corporate.
• Analyze sales data to identify trends and opportunities.
• Use this information to develop strategies and implement action plans to maximize sales and profits within the territory.
• Track results and report back to the DSM.
• Work with Marketing, Operations, Finance, Regulatory Affairs, Legal, Human Resources, Quality Assurance, Technical Support, and Distributors to ensure appropriate inventory levels are maintained within the territory.
• Identify slow moving inventory and develop plan to liquidate such inventory.
• Communicate back to Marketing regarding new products and changes in existing products that may impact inventory levels or product obsolescence.
• Manage the territory’s business to meet or exceed established financial targets (revenue, gross profit dollars, gross profit percentage, operating income, etc.).
• Review monthly financials with the DSM and take corrective action as needed to address any shortfalls.
• Develop and maintain relationships with key decision makers and those influential in the purchasing process at key accounts.
• Communicate regularly with these individuals to stay abreast of changing needs and requirements within the accounts.
• Effectively communicate back to Marketing regarding the needs and requirements of the accounts.
• Responsible for providing product and technical assistance to customers as required.
• Assist in developing clinical data if necessary to support product usage.
• Provide pricing information and assist in preparation of proposals as requested by customers.
• Train customers on the use of our products.
• Facilitate the processing of orders, exchanges, and returns according to company policy.
• Communicate back to Marketing regarding order timing, shipping schedules, and other related issues that may impact customer satisfaction or financial performance.
• Monitor and evaluate the activities of distributors within the territory to assure they are adequately promoting our products.
• Take appropriate action where necessary to motivate distributors to increase their efforts.
• Resolve customer complaints and problems in a timely manner.
• Keep customers informed of product availability and any other relevant information.
• Maintain organized records and files.
• Prepare periodic reports as required by the DSM.
• Other duties as assigned.