National Associate Sales Manager at Becton Dickinson NA in Milpitas, California

Job Description:

Job Description Summary

The National Associate Sales Manager (NASM) will participate in the development of a comprehensive and focused organizational business strategy to maximize incremental revenue and increase profitability for the Flow Cytometry business segment in the US Region. The NASM will drive execution of the national business strategy, in part by leading a regional sales team of Associate Sales Representatives (ASR) to achieve the financial and business objectives of an U.S. region.


The NASM has full accountability for driving demand generation activities, specialist support, account support, and business development opportunities as required for the U.S. Region. This individual is responsible for implementing business strategies, directing, and monitoring the daily sales activities of the team, and insuring customer satisfaction relative to sales activities. The NASM will work closely with ASRs by providing regular account consultation, collaboration, joint customer meetings, sales specialist meetings, channel meetings, and regular coaching and feedback. This roles will help develop ASR's to move into field sales roles. The NASM will also serve as an active sales leader nationally, providing expertise, talent, and support to accounts at the direction of the Area Sales Director and VP Sales, to accelerate and exceed US Region business goals. This role is considered a key leader to the U.S. Region and the candidate must have the vision, drive, and interpersonal skills to succeed in a rapid growth environment working within the BDB matrix.



Job 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.



DUTIES AND RESPONSIBILITIES
:

• Coordinate and implement business strategies for the sales team to achieve the revenue, profitability, and placement objectives for assigned instrumentation and reagent product lines.


• Ensure consistent implementation of key sales management processes such as: Sales Funnel Management; Sales Call Reporting and CRM (SFDC) management. Ensure compliance of sales call reporting and customer information management at the territory level.


• Engage in joint sales calls with ASRs to coach and improve the sales skills; accelerate the sales cycle and overall performance of the sales territory or nationally as directed by the National Sales Director.


• Provide sales mentoring and training of "best practices" associated with technical product knowledge, competitive positioning, presentation skills and value selling.


• Actively support improvement of demand and lead generation activity collaborating with marketing for data mining


• Recruit, train, develop, and coach a team of Associate Sales Representatives (ASR).


• Manage regional expenses within budgeted/forecasted guidelines.


• Provide feedback to marketing team on commercial marketing activities to include competitive intelligence and voice of customer. Effectively communicate competitive and market information on a timely basis.


• Actively lead team for all open Clinical bids, RFPs, and RFIs (excluding national designated accounts)


• Promote an Inclusive Work Environment - Respect and value the diversity among the team and leverage differences to enhance the regional performance and working environment.


• Take ownership and drive special projects related to sales or training as directed by Area Sales Director or US VP of Sales and VP/GM U.S. Region.


• Other duties as assigned.

MINIMUM QUALIFICATIONS
:

• Bachelor's Degree, Scientific Field preferred, MBA preferred.


• Minimum of 3 years previous sales management experience, or relevant demonstrated leadership experience in lieu of direct managerial experience.


• Minimum 6 years sales or commercial experience in Life Science market.


• Experience with selling via channel


• Experience with lead and demand generation methods and funding/customer database mining


• Demonstrated history of attaining and exceeding overall sales targets and assigned goals and objectives.


• Strong leadership, communication, and organization skills, able to successfully communicate to a variety of internal and external audiences in high stress environments


• Computer proficiency in MS Excel, MS Word, MS PowerPoint, and SalesForce.com.


• Proven history of strong financial and business acumen


• Travel - Approximately 25% of work time will be spent traveling, including overnight.


• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards. Driving records may be monitored on an annual basis or as needed.

PREFERRED QUALIFICATIONS
:

• Six (6) to ten (10) years of medical/life science sales experience


• Previous experience selling combined medical/life science capital equipment and consumable solutions


• Experience working in a team selling environment or on cross functional teams.


• Demonstrated ability to work with and develop relationships across functions in a matrixed environment


• Consistently able to use interpersonal savvy to work with all levels in the organization, including but is not limited to internal resources / teams


• Demonstrated successful experience developing "early in career" sales associates or other development programs

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.


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. 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/careers


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.


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Primary Work Location

USA CA - Milpitas 155



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