BD (Becton, Dickinson and Company) Area Sales Director in New Jersey
Job Description SummaryThe Area Sales Director (ASD) position will be responsible for managing all aspects of the Biosciences Business in their geography, including meeting/exceeding revenue targets, hitting gross margin goals, managing sales expense, and driving team productivity. In addition, the ASD will own managing key customer relationships by improving customer satisfaction and loyalty for the largest accounts in their geography. Further, the ASD will be responsible for driving talent management across their sales team, including aggressively managing under-performance, coaching and developing high-performers, and identifying and attracting diversified talent to their teams.
Managing All Aspects of the Bioscience Business in the Region:
Develop Area Business Plan which summarizes Area sales, and margin objectives, and outlines key strategies and tactics for meeting/exceeding objectives. Summarizes “Top X” opportunities to meet objectives, and outlines progress and next steps.
Work directly with all BDB/US Region stakeholders to execute Area Business Plan. Stakeholders include Customer Service, Field Service Engineers, the Strategic Customer Group, Marketing, Manufacturing, HR, Finance, Legal, and Regulatory.
Manage sales team in the execution of the Area Business Plan. Drive accountability in meeting/exceeding all sales targets. Expect and inspect Sales Consultant Territory Plans which summarizes territory sales objectives, outlines sales funnel, and provides current YTD performance against objectives, and forecasted quarter and year end finish.
Maximize BDB/BDX share-of-wallet through account-team selling by developing and driving opportunities that include all appropriate BDB and BDX products and solutions.
Track and periodically report progress against Area Business Plan to BDB and US Region Leadership.
Manage Key Customer Relationships
Develop Key Account Plans (KAP) that outline strategies and tactics designed to manage the entire customer lifecycle. Steps of the customer lifecycle including helping the customer understand their needs, designing a solution, contracting for the solution, implementing the solution, and insuring customer sees the value in what they purchased from BD.
Work directly with Key Accounts to execute KAP. Own working directly with all BDB/US Region stakeholders to execute on all aspects to the Key Account Plan. Own resolution of issues and challenges as they arise.
Host recurring Key Account Business Reviews with customer to review progress, reinforce value delivered, and identify new opportunities for partnership.
For non-key accounts, expect and inspect Account Plans. Drive accountability for managing customer lifecycle to each sales consultant.
Drive Talent Management
Develop and maintain Area Talent Profile (ATP) which includes performance ranking grid, performance improvement plans for under-performers, hi-po career development plans for high-potential employees, and succession plans to identify and attract diversified talent.
Review ATP with BDB and US Region Leadership as part of Area Business Review
SKILLS AND CAPABILITIES:
Manage and resolve complex issues
Accepts and drives personal accountability to deliver results
Broader business acumen: ability to manage a sales territory/region like a business
Strategic thinking: develops plans, strategies, and tactics to move from a reactive to proactive position
Enterprise thinking: ability to think beyond specific silo(s) to consider the broader implications to BDB/BD as a whole.
Comfort with ambiguity. Ability to problem-solve their way through unfamiliar situations and adapt to change.
EDUCATION AND EXPERIENCE:
BS in Science or BA required, graduate degree preferred
Minimum 8 years of direct-line sales leadership experience. Experience in matrix leadership preferred.
Minimum 10 years healthcare experience required, 5 years in Life Sciences preferred.
Minimum 5 years of capital equipment sales experience required. Experience selling solutions preferred.
Experience working directly with key accounts
Active involvement in local industry/trade groups
Primary Work LocationUSA-MA-Boston-Newbury Street
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.
BD (Becton, Dickinson and Company)
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