BD (Becton, Dickinson and Company) Area Vice President in Baltimore, Maryland
Job Description Summary
Reports to the Vice President of Sales, US Region, Integrated Diagnostics Solutions, as a key member of the IDS Sales Leadership Team. This position is accountable for the overall IDS product portfolio sales initiatives within a designated area of the United States. In collaboration with the other Area VP’s, will lead assigned Regional Business Managers in developing area strategies and tactical implementation plans to deliver sales growth goals. Accountable for achieving revenue expectations, talent development and performance management objectives within an operating expense target. Reporting directly to this role are the Area Regional Business Managers and indirectly, the assigned sales consultants in the identified sales regions. Total revenue for IDS acute is approximately $2B, for this role it is approximately 1/2 of the total acute business revenue.
Direct managerial accountability for overall IDS revenue, personnel and operating expenses in the designated Area. Insures timely and accurate execution of IDS strategy along with tactical implementation programs and reporting systems. Manages and helps develop the execution of field-based compensation programs and sales promotions to ensure alignment with strategic business objectives. In conjunction with the VP of Sales, develops and implements field-based strategies, tactics, communication inititatives, and structural enhancements, within scope of responsibility. Provides guidance in implementation tactics for all field-based programs, projects, and campaigns. Some examples include executional management of strategic promotions and implementations, and convention lead management. Develops process(es) for monitoring and measuring sales objectives within designated Area. Interfaces with the IDS Marketing, Marketing Platforms and Business Solutions and Professional Services to ensure effective linkage to influencing and supporting field-based sales activities. Works cross-functionally with all departments within IDS to communicate and align support with field sales initiatives. Establishes effective relationships with external customers and utilizes those relationships to strengthen IDS competitive position and performance. Collaborates with RBMs, Clinical Leaders, Sales Consultants, National Account Team, and the Strategic Customer Group to drive conversion and compliance of local contracts affiliated with National and large regional accounts. Coordinates the implementation of Marketing, Sales, and contracting programs across assigned regions.
Ensures results are achieved by providing resources, removing obstacles, effectively communicating a sense of urgency, and motivating others to work together
Forecasts functional budget needs and manages resources across work units to meet / stay within budget, integrating knowledge of competitive advantage and profit drivers
Anticipates internal / external business issues / interdependencies that may impact organizational results
Creates and sets short- and long-term strategy based on anticipated internal / external trends and new ways of thinking to ensure BD long-term success
Effectively leads authentic communication regarding the need for change to build support and commitment
Leverages knowledge of the change process and tools to lead teams in quickly adapting to ambiguous situations and maintains engagement levels to deliver change
Challenges others to be sensitive and consider cultural and geographic differences when establishing goals and action plans
Ensures a global perspective in shaping diverse and complex teams; leverages effective working relationships across functions and locations to guide the team's success and serves as an ambassador for the function
Select and Develop Talent:
Creates unique development opportunities and introduces ways in which functional areas can learn from each other to build the skills required for the organization's success
Engages key talent and provides constructive feedback to support development; builds management talent pool Develops plans for growing and buying extraordinary talent; drives the succession planning process
Sets high performance functional or cross-functional goals and coaches others in the goal setting process
Ensures plans are in place and team members are empowered to make decisions to help meet / exceed goals
- Effectively adjusts leadership style to influence others to achieve success in every situation
BS/BA required; MBA desirable.
3 - 7 years of successful management level experience
Preferred experience managing Sales Managers
Ability to travel 50% of the time
Excellent planning, forecasting, negotiation and presentation skills
Knowledge of financial applications
Knowledge of sales force applications
KNOWLEDGE OF SPECIFIC PROCEDURES/PRACTICES:
Possess strong financial and analytical skills as well as applications to business plans.
ACCOUNTIBILITY (AS APPLICABLE):
NUMBER OF INDIVIDUALS SUPERVISED:
6 Manager Directly – Indirectly - 60 Sales Associates
Primary Work Location
USA MD - Sparks - 39 Loveton Circle
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.