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The Director - Microbiology is responsible for driving revenue and margin growth of Diagnostic Solutions (DS) product and services related to the Microbiology portfolio. This role will lead the overall commercial strategy for Microbiology in the US Region. 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 Director - Microbiology will lead and sustain a high performing sales team that works in close collaboration with DS Regional Business Managers. The Director – Microbiology will lead the Associate Director’s – Microbiology (East and West) and Associate Director – Kiestra and will report directly to the VP – Specialty Sales.
Responsibilities:
Sales Management/Financial
Responsible to drive the company’s revenue and profit growth, ensuring the attainment of the Region’s overall financial goals for Microbiology.
Develop plans and strategies for developing business to achieve assigned sales goals, including partnering with the US and WW Marketing organization, DS Regional Business Managers, and Strategic Customer Group to proactively find opportunities to capture market share/market growth.
Lead the sales expense budgeting process including quarterly and annual expense forecasting for related projects and for the assigned region.
Directly lead a leadership team of the two Associate Director’s – Microbiology and Associate Director – Kiestra to deliver profitable growth.
Partner with Clinical Manager team, DS Regional Business Managers and direct sales organization in account strategies and driving revenue for Microbiology.
Operational Effectiveness
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 DS RBMs and Consultants to drive Microbiology sales and associated product pull-through.
Partner with US Region Service team in support of customer project management and microbiology 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, Microbiology Group Leadership, the Strategic Customer Group and other key partners.
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.
Leadership
Responsible for Microbiology commercial leadership 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 partners 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
Experience:
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
Experience in leading other commercial leaders in an organization
Experience leading a capital P&L
Consistent track record of business success/getting results
Experience in account management and collaboration with C suite and key stakeholders
Demonstrated understanding of the Microbiology 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, 3 years as a leader of leaders
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
Strategic Thinking
Building of High Performance teams
Global and Company Mindset
Execution
High Impact Delivery/Presentation
Click on Apply if this sounds like you!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.
You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.
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/careersBecton, 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.
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. 144,000.00 - 259,300.00 USD Annual Range includes Base + Incentive Candidates whose job duties will be physically performed within unincorporated Los Angeles County limits: All qualified Applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. BD abides by any and all laws or regulations that impose restrictions or prohibitions for hiring applicants with criminal histories for posted positions.
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Primary Work LocationUSA MD - Sparks - 7 Loveton CircleAdditional LocationsWork Shift