Pre-Operative Area Sales Director - West

We are the people who give possibilities purpose

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.

Job Description

This field-based role reports to the BDIS Surgical Specialties (SS) National Vice President and is an integral partner to the BDIS SS Sales Leadership Team. This position will develop and execute the Strategic Plan for the US BDIS SS Pre-Op team. This position will work in close partnership with the Sales, Marketing, and business leadership to support short and long-term business objectives.

Territory is central region to the west coast.

The role oversees a team of Pre-Op Account Managers in executing the BDIS Surgical Specialties value-added clinical support strategy. This role implements clinical programs and initiatives that differentiate the BD product portfolio based on improved patient outcomes and process enhancements which result in a lower total cost. The position is responsible for helping the organization better support customers through recommendations of best practice, collaboration with the sales team, facilitating education and the provision of effective conversion management and product implementation. The position broadly ensures appropriate clinical support across field sales organization with an emphasis on efficiency, effectiveness and cost containment. This role must work collaboratively with the Sales Leadership Team and Regional Business Managers to assure Pre-op Account Managers (PAM) effectiveness and efficiency in the field, while striving to meet the overall business objectives and organizational goals. This role also collaborates closely with the other Pre-Operative Area Sales Director to ensure alignment on the PAM org strategy, people management and business goals that will enable to be successful.

The role will assure the team is tracking to established goals in the most efficient and cost-effective manner and will provide guidance and a clinical perspective in our go-to-market customer approach for revenue growth and retention. This position will be responsible for leading overall management of clinical services and affiliated budget in support of product conversion activity which will drive overall revenue growth for the US Region.

Job Responsibilities :

This role is focused on, but not exclusively limited to the activities outlined below:

Performance

• Implements strategy to achieve regional and national objectives/goals as defined for the Pre-Op team
• Provides updates on strategy and execution to Leadership Team
• Leads special projects, Annual Strategic Review development, and annual capacity and budgeting planning relative to the organization
• Shares best practices with Marketing, Sales Team, Strategic Customer Group, and Business Platforms.
• Works with the National Vice President, Marketing, and Sales Training to develop strategies in providing effective and efficient conversion management, education, and overall support for the sales team
• Participates in the development of tools and/or collateral for the advancement of the clinical skills
• Works with the National Vice President and Area Vice Presidents to foster effective relationships with key vendors and provides both contractual, and clinical support
• Provides conversion management and product implementation support to the overall field sales organization
• Strategizes with the Leadership Team to improve processes and approaches for conversion management and product implementation
• Collaborates with Commercial Operations Team to develop and revise marketing materials as appropriate
• Provides sales support to National Account Managers (DNA's) in large IDN/GPOs
• Shares best practices for product conversions and helps to build structure, process & documents

People/Process

• Works in concert with the Sales Leadership Team to ensure conversion management and product implementation processes are effective throughout the timeline from evaluation/validation to retention
• Develop a team with focus on customer excellence, servant leadership, and a growth-mindset
• Ensures support for the regional team in conversion management, validations, pre-sales engagements and account strategy
• Coordinates Pre-Op Account Manager training, including field rides and all on boarding activities
• Participates in forums to share best practices with Sales Development, Business Platform, Marketing, and Sales organization
• Works in collaboration with the National Vice President, sales leadership, Surgical Solutions & Sales Training team in the provision of assessments, product, and process field sales training
• Facilitates training activities that help increase the clinical acumen for new hires as well as tenured Pre-Op Account Managers
• Drives and facilitates the building a strong bench of clinicians with focus on highest level of expertise for customer service and support
• Works with RBM's & leadership team to elevate performance and competencies through coaching and development
• Drives collaboration, contact sharing, and cross functional selling opportunities among Pre-Op and Intra-Op sales teams.
• Provides oversight in convention assignments for Pre-Op Account Managers.
• Other Duties as assigned.

Basic Required Qualifications

• Bachelor's degree in science, business or related concentration
• Minimum of 5 years' experience in Sales, Sales Management, Key Account management and/or Clinical support (medical device experience highly preferred)
• Minimum of 3 years' experience managing a team, providing coaching, performance management, creating a positive environment Experience working with clinical teams/organizations
• Excellent collaborative, cross functional, communication and team skills
• Persuasive and credible; able to influence without authority
• Ability to travel up to 50% of the time and flexibility with working hours
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards
• Understands relationship between product offerings and customer healthcare processes
• Demonstrates problem-solving and decision-making ability
• Presents to customers and internal staff clearly and effectively utilizing adult learning principles
• Embraces inclusiveness and has ability to work with a variety of personality types
• Ability to manage multiple customers and strong organizational skills
• Ability to work independently, with minimal guidance and supervision
• Ability to prioritize assignments; strong time management skills
• Comprehensive computer skills including Microsoft Word, Excel, Power Point and Outlook

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.

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.

$144,700-$231,500 Base + incentive

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.

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 visithttps://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.

Required Skills

Optional Skills

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Primary Work Location

USA IL - Vernon Hills

Additional Locations

Work Shift