Non-Acute Regional Distribution Manager - West Market

Job Description

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:

• Bachelors degree required
• 5 + years of experience with evidence of career progression in the relevant sales field preferred, ideally with experience in key account management or strategic marketing.
• Prior experience in medical products required.

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.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $133,000 - $200,000 (Range includes base salary and other sales incentives - total compensation range)

Why Join Us?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.