C. R. Bard, Inc.

  • Regional Manager

    Posted Date 3 weeks ago(3 weeks ago)
    Job ID
    2018-12148
    Career Level
    management
    Division
    Bard Peripheral Vascular
    Relocation
    No
    Location
    US-
  • Overview

    Becton, Dickinson Interventional (BDI) is a leading multinational developer, manufacturer and marketer of innovative, life-enhancing medical technologies in the fields of vascular, urology, oncology and surgical specialty products, employing over 65,000 people across 50 countries around the world. Founded more than 100 years ago, BDI pioneered many devices that are cornerstones of modern healthcare.  BD - PI is the vascular division within BDI and focusses on interventional products for peripheral arterial disease (PAD), end stage renal disease (ESRD), and Cancer.

     

    We expect the highest levels of quality, integrity, service, and innovation from our employees – on the job and in the communities in which we work and live. In return, we foster an environment where individuals are treated with fairness, respect, and feel valued, acknowledged and rewarded.

     

    Be Your Best at BD-PI – and ultimately, you can have an impact on the lives of people around the world. #LI-JC1

    Summary of Position with General Responsibilities

    To achieve sales objectives commensurate with the marketing plan through effective management of personnel and resources.  The Regional Sales Manager is expected to develop and “groom” the District Managers for future expanding responsibilities as well as aid in the progression and development of the Territory Managers.

    Essential Job Functions

    1. Implement, direct and control district sales activities necessary to achieve stated corporate objectives.
    2. Communicates with the VP, Sales in formulating proposals for policies and makes recommendations on procedures pertaining to sales, pricing, product acceptance, new products, marketing services, policies and procedures, distribution, customer relations, and marketing strategies.
    3. Implements and monitors Sales Action Plans.
    4. Responsible for sales quotas for all district personnel. Monitors and makes necessary changes to insure accomplishment of overall district objectives.
    5. Recommends, implements, monitors and promotes contests and other incentive programs.
    6. Ensures use of discounts and price protection agreements to maximize sales results.
    7. Responsible for the recruiting, interviewing and selection of personnel to meet the manpower requirement of the Region.
    8. Responsible for the maintenance of regional manning levels.
    9. Develops Regional personnel to assume responsibilities beyond present position.
    10. Evaluates Regional personnel in sales skills and techniques, product and clinical application, competitive knowledge and other areas of identifiable expertise deemed necessary to meet corporate goals in accordance with company standards.
    11. Recommends changes in compensation for District Managers within established salary administration guidelines supported by factual data.
    12. Operates a Regional Sales Office and maintains pertinent Regional records.
    13. Plans and conducts Regional sales meetings.
    14. Develop and contact purchasing groups in each district. Participate in negotiations with groups extending beyond Regional boundaries.
    15. Reviews contract compliance and ensures compliance.
    16. Formulates and administers the approved budget.
    17. Evaluates and recommends to VP, Sales those local trade meetings to be supported, and supervises proper staffing.
    18. Ensures that Bard products receive proper distribution support within the Region and initiates changes when necessary.
    19. Develops a working relationship with appropriate dealer principals sufficient to effect support of corporate goals.
    20. Ensure distributor compliance with all price agreements in which he has agreed to participate.
    21. Ensures the Eagle System is utilized throughout the Region.
    22. Realign territory boundaries to reflect changing market conditions.
    23. The Regional Sales Manager supports Bard’s Corporate Accounts and works with all Bard RVPs in the CPOs and IHNs within the Region to ensure Bard Access Systems’ base is maintained and growing.

    Basic Qualifications

    1. Ability to motivate Sales Management and Sales Personnel.
    2. Ability to direct District and Territory Managers to achieve corporate goals.
    3. Knowledge of medical product distributions networks.
    4. Working knowledge of management by objectives.
    5. Understanding of group purchasing principles.
    6. Ability to get things done through people.
    7. Ability to evaluate personnel performance problems.
    8. Ability to coach and explain how to sell in a managed care environment.

    Education and/or Experience

    1. This position requires a Bachelor's Degree, plus ten years outside sales experience or equivalency. At least seven years of the sales experience should be in the medical device industry.
    2. Minimum of five years sales management experience.
    3. Demonstrated human relation and communication skills.
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