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BD (Becton, Dickinson and Company) Regional Business Manager in Sacramento, California

Job Description Summary

Job Description

To achieve sales objectives commensurate with the Marketing Plan through effective management of personnel and resources.

ESSENTIAL FUNCTIONS OF THE POSITION

  • Implements, directs, and controls District sales activities vital to achieve stated corporate objectives.

  • Communicates with the Regional Manager in formulating proposals for policies and makes recommendations on procedures pertaining to sales, pricing, product acceptance, new products, marketing services policies and procedures, distribution, customer relations, and marketing strategies.

  • Implements and supervises Sales Action Plans.

  • Responsible for sales quotas for all district personnel. Monitors and makes necessary changes to ensure accomplishment of overall district objectives.

  • Compiles quarterly reports on manpower, competition, and distribution.

  • Recommends, implements, monitors and promotes contests and other incentive programs.

  • Ensures use of discounts and price protection agreements to increase sales results.

  • Responsible for the recruiting, interviewing and selection of personnel to meet the manpower requirements of the division.

  • Responsible for the maintenance of division manning levels.

  • Develops district personnel to assume responsibilities beyond present position.

  • Evaluates district personnel in sales skills and techniques, product and clinical application, competitive knowledge and other areas of identifiable expertise deemed necessary to meet corporate goals in accordance with Company standards.

  • Recommends changes in compensation for district personnel within established salary administration guidelines supported by informative data.

  • Operates a district sales office and maintains pertinent district records.

  • Plans and conducts district sales meetings.

  • Develops and contacts purchasing groups in each district. Participates in negotiations with groups extending beyond district boundaries.

  • Reviews contract compliance and ensures compliance.

  • Formulates and coordinates the approved budget.

  • Evaluates and recommends to the Director of Sales those local trade meetings to be supported and supervises proper staffing.

  • Ensures that Company products receive accurate distribution support within the district and initiates changes when needed.

  • Develops a working relationship with appropriate dealer principals sufficient to effect support of corporate goals.

  • Implements distribution promotion programs.

  • Ensures timely and accurate reporting of Hospital Unit Sales Information.

  • Ensures distributor compliance with all price agreements in which he has agreed to participate.

  • Realigns territory boundaries to reflect changing market conditions.

  • The District Manager supports Bard’s RVP Program as well as networks with all influential GPOs and IHNs in the District.

  • Manages utilizing Davol Management System including PMP.

  • Performs special projects and other duties as assigned.

QUALIFICATIONS, Knowledge and Skills required

  • Bachelor Degree required.

  • District Manager – Minimum of 5 years medical sales experience; sales management experience preferred OR a minimum of 2 years as a Bard Territory Manager.

  • Demonstrated ability to empower sales personnel.

  • Knowledge of medical products distribution networks.

  • Knowledge of hospital buying practices and key buying influences.

  • An understanding of group purchasing principles.

  • Proven ability to advise sales representatives to achieve corporate goals.

  • Proven ability to get things done through people.

  • Demonstrated ability to evaluate personnel performance problems.

  • Demonstrated ability to coach and explain how to sell in a managed care environment.

  • Ability to travel at least 80%, including overnight travel.

  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

  • Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced by the Company.

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.

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Primary Work LocationUSA RI - Warwick

Additional Locations

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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.

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