Faites partie de quelque chose de plus grand chez BD. Ici, vous nous aiderez à partager nos solutions innovantes avec davantage de cliniques, de médecins, de pharmacies et d'entités médicales qui, à leur tour, bénéficieront à la santé et au bien-être des personnes et des patients dans tout le pays. Il s'agit d'un rôle passionnant, stimulant et enrichissant, mais vous travaillerez à partir d'une position de force grâce à notre nom de confiance et à la croyance en nos produits que vous développerez rapidement. Ici, vous canaliserez toutes vos compétences et votre expérience en matière de vente vers un objectif unique : faire progresser le monde de la santé™. Chez BD, vous pouvez faire une véritable différence d'une personne.
Job Description Summary
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.
The Molecular Diagnostics Systems Manager is responsible for driving revenue and margin growth of Diagnostic Solutions (DS) product and services related to the BD COR™ System and supported assays. In addition, this role will have responsibility for the overall customer experience including the solution assessment and post implementation management. The position will work in close partnership with the WW Business, US Sales and Marketing Leadership, and the BD Strategic Customer Group to ensure short and long-term growth objectives are achieved. The Molecular Diagnostics Systems Manager will build and sustain a high performing sales team and customer support team that works in close collaboration with the Molecular Diagnostics Regional Business Managers and the Senior Director for Microbiology Sales. The Molecular Diagnostics Systems Manager reports directly to the Molecular Diagnostics AVP of Sales.
Responsible to drive the company’s revenue and profit growth, ensuring the attainment of the Region’s overall financial goals for BD COR and supported assays.
Develop plans and strategies for developing business to achieve assigned sales goals, including partnering with the US and WW Marketing organization, as well as the Molecular and Women’s Health Business Group leadership team and Strategic Customer Group to proactively identify opportunities to capture market share/market growth.
Manage the sales expense budgeting process including quarterly and annual expense forecasting for related projects and for the assigned region.
Directly manage a sales team of BD COR Solutions Architects (CSA), Health Care Consultants (HCC) and Customer Success Executives (CSE) to deliver profitable growth.
Partner with Clinical Manager team, Regional Business Managers for Molecular Diagnostics and direct sales organization in account strategies and driving revenue for molecular assays.
Provide strategic recommendations for improving the overall productivity of the sales force.
Ensure consistent implementation of key sales management processes such as:
Sales Funnel Management
Sales Call Reporting and CRM management
Collaborate with the Strategic Customer Group and Molecular Diagnostic RBMs and Consultants to drive BD COR sales and associated product pull-through.
Partner with US Region Service team in support of customer project management and molecular applications team driving industry leading system implementation.
Customer and Market
Monitor customer, market and competitor activity, providing feedback and strategic recommendations to the company’s leadership team, Molecular Diagnostic and Women’s Health Business Group Leadership, the Strategic Customer Group and other key stakeholders.
Play a key role in negotiating Terms & Conditions of multi-million, multi-year contracts with C-Suite level executives of large hospital systems and reference labs.
Provides Key Opinion Leader identification and development within the US region.
Responsible for salesforce hiring and development.
Coach, mentor, and raise the team’s ability while creating opportunities for succession talent.
Creates loyalty and followership within the team while enforcing high standards.
Prepares & leads quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the BD account team /business units.
Multi-functional Account Team Leadership
Leads and develops high performing team culture
Holds Account Team accountable to business plan and success metrics.
Joint Solutions Development, Co –Creation & Negotiations:
Works collaboratively with the Strategic Customer Group and IDS Regional Business Managers and Account Executives to provide solutions which solve customer business issues in conjunction with account team resources
Negotiates effectively on contracting, priorities, timelines, progress and measures
Creates dashboards to measure customer and business success
This role requires the following qualifications to foster success in the role:
Experience working in an Integrated Delivery Network (IDN) and Core Laboratory environment and strong knowledge of US healthcare industry, including the Affordable Care Act
Strong track record of business success/driving results
Experience in account management and collaboration with C suite and key stakeholders
Demonstrated understanding of the Molecular Diagnostic Industry and Laboratory Automation preferred.
Demonstrated experience in successfully developing, leading and executing Joint Business Plans
Demonstrated effective leadership of a “matrix” team
Demonstrated ability to negotiate complex sales agreements
Drives results and proactively implements solutions to meet customer expectations
Ability to think strategically across complex portfolio
Experience in sales management to include consultative and solution selling
Strong financial and analytical skills and market trending
Excellent planning, organizing and sales operations skills (forecasting and funnel management)
Required Education and Experience
Bachelor’s degree required, graduate degree preferred
Minimum 7+ years of progressively responsible sales experience with 5 years as a people leader
Successful selling experience in healthcare capital equipment and/or healthcare IT
Proven ability to engage, build relationships and close in the C-suite
Solution and consultative selling experience required
Complex matrix organizational experience
Experience in successfully developing joint business plans
Ability to travel 50% of time
Demonstrated Job Competencies
Building of High Performance teams
Global and Company Mindset
High Impact Delivery/Presentation
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.
Why Join Us?
A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careers
Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.
$218,371 - $360,311 (Base + Incentive)
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.
Primary Work LocationUSA MD - Sparks - 39 Loveton Circle
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Advancing the world of health™
BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. BD helps customers enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.
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Getting our customers the right information on time so they can focus on their science and diagnostics needs is why I come to work every day.
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