Sales VP Diagnostic Systems

Becton Dickinson and Company
Sparks, MD
Jul 17, 2017
Jul 17, 2017
Full Time
Job Description SummaryThe Sales VP reports directly to the Vice President of Sales for the US Region. The position directly leads a team of 5-7 Regional Business Managers, and indirectly leads a sales organization of 50-70 people and is responsible for a $300M+ book of acute care business. The primary responsibility of the Sales VP is to drive profitable growth for all BDDS products sold in the US region at a rate higher than market. The Sales VP will have strong follower-ship and will build and sustain a high performing sales team that will flawlessly execute. To that end, the incumbent will assemble a coordinated, efficient and high performing sales team that builds strong customer loyalty to the BDDS business. Job Description DUTIES AND RESPONSIBILITIES: Sales Leadership / Financial Responsible to drive the companys revenue and profit growth ensuring the attainment of the Regions overall goals. Develop plans and strategies for developing business to achieve assigned sales goals.Manage the sales expense budgeting process including quarterly and annual expense forecasting for related projects for assigned regionDirectly manage five Regional Business Managers, to deliver profitable growth above market rates. Operational Effectiveness Provide strategic recommendations for improving the overall productivity of sales force and identify and implement tools to improve effectiveness of overall sales organization. . Ensure consistent implementation of key sales management processes such as: Sales Funnel Management Sales Call Reporting and CRM (MSO) management Key Management reports/metrics/dashboards Collaborate with Lab Automation VP, and SAG to drive conversion and compliance of opportunities associated or aligned with Acute Business. Engage with Marketing on all matters effecting products and or customersCreate and implement ongoing Distributor relationships and strategies to leverage acute market in order to drive increase product penetration and revenue growth Customer and Market Ensure that customer feedback and relevant information is gathered real time. Compile and effectively communicate information / data related to customer and prospect interactions to help the organization become more customer-centric.Monitor customer, market and competitor activity, providing feedback and strategic recommendations to company leadership team and other company functions.Travel for in-person meetings with customers and partners to develop key relationships and maintain a strong front-line connection.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.Key Opinion Leader development within the region Leadership Establish performance standards for subordinates, either direct reports or their team members.Responsible for the hiring and development of the Regional Business LeadersCoach, mentor, and raise the teams ability to deliver and exceed expectations while creating opportunities for succession talent.Appraise guides, corrects and approves performance of staff through merit review and counseling. Provide ongoing direction and training and development of assigned personnel.Creates loyalty and followership within the team Compliance Ensure field compliance with all Sarbanes Oxley (SOX) requirements Ensure compliance with all local, state, federal and BD regulations/policies/ procedures.\ Ensure compliance with all local BD quality policies / procedures / practices through consistent application of sound Quality Assurance principles. KNOWLEDGE AND SKILLS: Strong presentation and influencing skills. The ability to build followership within the organization and within our customer base. Strong sales acumen. Ability to lead from the front along with the ability to build sustainable processes leading to sales success. Demonstrated ability to drive sales results through a loyal, cohesive, customer centric sales organization. Demonstrated ability and working knowledge in the following areas: Financial Savvy (FASB guidelines, SOX, etc)Strong exposure to sales and sales managementIT Savvy (systems, tools as it relates to organizational effectiveness) Primary Work LocationUSA MD - Baltimore Additional Locations Work Shift

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