Regional Distribution Manager

Found in: Talent US C2 - 2 weeks ago

Franklin Lakes, United States BD Full time

Description

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. 

MDS Regional Distribution Manager – Non-Acute

Job Summary:

The MDS Regional Distribution Manager role is responsible for building strong business relationships at key Customers, customer-facing Distributor Reps, and 3rd Party Sales Team Partner levels by focusing on the specific elements that drive sales growth, impact distribution and field sales behavior, and act as a change agent to improve the value that MDS delivers to our customers. The Regional Distribution Manager will have account specific responsibilities for the MDS Portfolio and manage the overall MDS Portfolio field distribution relationships.

The scope of coverage includes Customers, Distribution Field Sales Reps, MDS Field Sales Reps, and 3rd Party Sales Team field Reps. This role includes encouraging, supporting, and building Customer, MDS Sales Team, 3rd Party Sales Team, and Distribution (at the branch and regional sales management levels) relationships. Successfully driving growth by improving utility of current distribution programs, marketing campaigns, providing product training, and national/regional distribution event coverage to ensure that MDS business strategies and messaging are implemented at all levels. This role will report directly to the National VP, Non-Acute MDS.

Duties and Responsibilities:

Distribution Strategy tactical execution. Build and implement near term tactical action plans to meet the requirements of the MDS long term Non-Acute growth goals.

Works with BD and Channel field sales leaders to improve sales campaigns, product launches, marketing programs and channel distribution compensation-enhancing programs to drive growth in the Non-Acute market.

Participate in a team approach (DNA, TM, ATM, 3rd Party Sales Team) on sales activities, building strategies, and executing tactics on existing Non-Acute distributor MDS accounts as well as competitive conversions.

Build relationships with key distributor contacts at the regional and branch levels to help facilitate detailed execution of our sales strategies (AVP, RVP, District, and Regional Sales Management)

Work in conjunction with the MDS Training and Marketing teams in coordinating and delivering training programs crafted to teach the skills vital to optimize selling efforts on key and newly launched products to Non-Acute distributors’ customer service and field sales representatives

Participate in or coordinate participation in relevant regional distribution meetings. Provide summaries and drive the distribution messaging agenda for regional meetings. Manage annual calendar of events with distribution to ensure regional/national engagement levels.

Analyze sales data specific to geography and report data analysis monthly (“state of the region”) to sales leadership and distribution management. Identify competitive trends, market dynamics, and develop course of action to capitalize on trends and achieve sales growth goals.

Build relationships with 3rd Party Contract Sales Teams at the local levels to help facilitate detailed execution of our sales strategies and goals.

Post-pandemic, domestic travel will be 50-75%

Knowledge and Skills:

Must have proven skills in areas of leadership and team efficiency, financial analysis and modeling, and sales strategy implementation.

Must possess strong Influencing skills as well as effective critical thinking and problem-solving capabilities.

Proven learning agility and the ability to think strategically.

Ability to establish and nurture positive relationships with internal and customer partners.

Fundamental knowledge of channel distribution management.

Strong clinical and analytical skills with the ability to apply these skills to MDS business plan.

Leadership skills: Proactively identify and respond to changes in business environment and lead without authority.

Ability to communicate in a clear and concise manner, both verbally and in writing. Excellent interpersonal and relationship-building skills.

Must demonstrate independence and self-starting skills and have a proven record of working collaboratively.

Education and Experience:

5 + years of experience with evidence of career progression in the relevant sales field, ideally with experience in key account management or strategic marketing.

Prior experience in medical products required.

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.

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