Pre-Operative Area Sales Director - West

Becton Dickinson Medical Devices•Vernon Hills, IL

1d•Remote

About The Position

This field-based role reports to the BDIS Surgical Specialties (SS) National Vice President and is an integral partner to the BDIS SS Sales Leadership Team. This position will develop and execute the Strategic Plan for the US BDIS SS Pre-Op team. This position will work in close partnership with the Sales, Marketing, and business leadership to support short and long-term business objectives. Territory is central region to the west coast. The role oversees a team of Pre-Op Account Managers in executing the BDIS Surgical Specialties value-added clinical support strategy. This role implements clinical programs and initiatives that differentiate the BD product portfolio based on improved patient outcomes and process enhancements which result in a lower total cost. The position is responsible for helping the organization better support customers through recommendations of best practice, collaboration with the sales team, facilitating education and the provision of effective conversion management and product implementation. The position broadly ensures appropriate clinical support across field sales organization with an emphasis on efficiency, effectiveness and cost containment. This role must work collaboratively with the Sales Leadership Team and Regional Business Managers to assure Pre-op Account Managers (PAM) effectiveness and efficiency in the field, while striving to meet the overall business objectives and organizational goals. This role also collaborates closely with the other Pre-Operative Area Sales Director to ensure alignment on the PAM org strategy, people management and business goals that will enable to be successful. The role will assure the team is tracking to established goals in the most efficient and cost-effective manner and will provide guidance and a clinical perspective in our go-to-market customer approach for revenue growth and retention. This position will be responsible for leading overall management of clinical services and affiliated budget in support of product conversion activity which will drive overall revenue growth for the US Region.

Requirements

Bachelor’s degree in science, business or related concentration
Minimum of 5 years’ experience in Sales, Sales Management, Key Account management and/or Clinical support (medical device experience highly preferred)
Minimum of 3 years’ experience managing a team, providing coaching, performance management, creating a positive environment
Experience working with clinical teams/organizations
Excellent collaborative, cross functional, communication and team skills
Persuasive and credible; able to influence without authority
Ability to travel up to 50% of the time and flexibility with working hours
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards
Understands relationship between product offerings and customer healthcare processes
Demonstrates problem-solving and decision-making ability
Presents to customers and internal staff clearly and effectively utilizing adult learning principles
Embraces inclusiveness and has ability to work with a variety of personality types
Ability to manage multiple customers and strong organizational skills
Ability to work independently, with minimal guidance and supervision
Ability to prioritize assignments; strong time management skills
Comprehensive computer skills including Microsoft Word, Excel, Power Point and Outlook

Responsibilities

Implements strategy to achieve regional and national objectives/goals as defined for the Pre-Op team
Provides updates on strategy and execution to Leadership Team
Leads special projects, Annual Strategic Review development, and annual capacity and budgeting planning relative to the organization
Shares best practices with Marketing, Sales Team, Strategic Customer Group, and Business Platforms.
Works with the National Vice President, Marketing, and Sales Training to develop strategies in providing effective and efficient conversion management, education, and overall support for the sales team
Participates in the development of tools and/or collateral for the advancement of the clinical skills
Works with the National Vice President and Area Vice Presidents to foster effective relationships with key vendors and provides both contractual, and clinical support
Provides conversion management and product implementation support to the overall field sales organization
Strategizes with the Leadership Team to improve processes and approaches for conversion management and product implementation
Collaborates with Commercial Operations Team to develop and revise marketing materials as appropriate
Provides sales support to National Account Managers (DNA’s) in large IDN/GPOs
Shares best practices for product conversions and helps to build structure, process & documents
Works in concert with the Sales Leadership Team to ensure conversion management and product implementation processes are effective throughout the timeline from evaluation/validation to retention
Develop a team with focus on customer excellence, servant leadership, and a growth-mindset
Ensures support for the regional team in conversion management, validations, pre-sales engagements and account strategy
Coordinates Pre-Op Account Manager training, including field rides and all on boarding activities
Participates in forums to share best practices with Sales Development, Business Platform, Marketing, and Sales organization
Works in collaboration with the National Vice President, sales leadership, Surgical Solutions & Sales Training team in the provision of assessments, product, and process field sales training
Facilitates training activities that help increase the clinical acumen for new hires as well as tenured Pre-Op Account Managers
Drives and facilitates the building a strong bench of clinicians with focus on highest level of expertise for customer service and support
Works with RBM’s & leadership team to elevate performance and competencies through coaching and development
Drives collaboration, contact sharing, and cross functional selling opportunities among Pre-Op and Intra-Op sales teams.
Provides oversight in convention assignments for Pre-Op Account Managers.
Other Duties as assigned.

Benefits

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.
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.
At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture.
We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.
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.
$144,700-$231,500 Base + incentive
Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.