Job Description Summary

The Channel Management Group, Area Distribution Manager “ADM” role is responsible for developing strong relationships with customer-facing Distributor Reps, Distributor Field Sales Management, and key Customers with the end goal of driving incremental revenue for the BDX portfolio. The ADM will work closely with the Channel Management VPs, US Region Non-Acute Marketing, VPs of New Care Settings, and Inside Sales to segment the market by class of trade, develop target accounts, and execute sales plans and commercial growth programs in coordination with our Distributor Sales and BU Field Sales Teams.

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. 

Key Responsibilities:

• Responsible for driving incremental revenue leveraging Channel Commercial growth programs in alignment with Distributor Sales & BU Field Sales Teams

• Work with Channel Partner Regional MANAGEMENT to coordinate Distributor Product Training for program kickoffs in collaboration with BU marketing

• Establish target accounts with Distributor Sales Team & coordinate field execution with BU sales teams

• Leverage BI Dashboards and customized reports to assist the CMG VPs in the execution and measurement of Commercial Growth Program Success

Field Execution - Sales

• Target Largest Non-Acute Sales Opportunities for Growth                  

• Direct Sales engagement and BD lead with Distributor AVPs & RBM’s for daily sales needs

• Weekly in the field visits with distributor reps, lunch & learns, and ride-along to drive sales activity focused on new business growth.            

• “Go to” BD Enterprise contact for sales training needs to coordinate with BU’s    

• Coordinate BD’s approach & strategy at Distributor Regional Meetings            

• Responsible for growing revenue/margin with distributor programs and specific BU categories    

• Coordinate clinical & supply resources to facilitate quicker revenue recognition

Segmentation & Analytics

• Leverage BD & Distributor Analytics to identify competitive growth opportunities

• Measure effectiveness of growth programs

• Use Analytics to enhance existing programs and target new opportunities

• Utilize applicable sales tools and customer facing program scorecards (KPIs)

Business Planning

• Leverage BD Sales Planning Process to identify growth & conversion opportunities

• Collaborate with BU on target account prioritization

• Create & implement standardized deliverables for measurement

Skills and Competencies:

• Results Driver: Proactively lead the process to grow accounts, accept accountability for achieving business goals, lead the account planning process, manage to be identified outcomes, strong team player but still a self-starter, no one needs to push you to excel

• Project Management; Lead members of account teams effectively, disciplined execution, accountability

• Innovator: Strategic mindset, cross-pollinate ideas and collaborate directly with account enterprise decision makers to co-create value, create compelling & inspiring ideas to bring to customer decision-makers

• Relationship Lead: Gain access to decision-makers, generate relationships that drive new revenue

• Domain Knowledge; Non-Acute Healthcare industry expertise, business acumen – understanding customer and BD profitability drivers, standard clinical workflow, BD Solutions

• Collaborator: Influence without authority, operate effectively in ambiguous situations. Ability to manage the sales process at all levels effectively, Excellent customer interaction skills

• Excellent communication skills – comfortable and confident in front of internal and external executives

• Ability and willingness to travel 50-70%

Experience and Education:

• Bachelor’s degree or equivalent experience required

• Minimum 5 years of healthcare industry sales/non-acute experience preferred

• Proven ability to work with distributors and other channel partners to drive new business growth

• Demonstrated strong track record of business success and driving results

• Demonstrated understanding of the complexity/variety of the non-acute environment and decision making

• Solution and consultative selling experience required

• Demonstrated success effectively negotiating complex customer agreements

• Complex matrix organizational experience

• Excellence in ambiguity, adapting to change and embracing new opportunities

• Excellent communication and influencing skills – verbal, written and presentation

• Demonstrated strong business acumen, financial and analytical skills

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 NJ - Franklin Lakes

Additional Locations

Work Shift