Regional Business Manager - Diagnostic Solutions

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics.

Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purposeBD 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 Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description

Job Summary:

The Regional Business Manager (RBM) reports directly to the VP of Sales and is responsible for managing and directing a regional sales team consisting of Advanced Diagnostics Account Executives, specialized in total account management selling activities for all defined products within the Advanced Diagnostics Product Portfolio in hospitals and clinical labs within the assigned territory.  The primary goal of the RBM is leading and developing a high performing team to achieve financial and business objectives within the region.  

As a Sales Leader, the RBM has full accountability for driving market share growth for the entire P&L and enhancing the sales growth in the assigned region. Sales growth will be achieved through protecting base business while simultaneously growing competitive share. This leader is responsible for leading a winning culture, building a high performing team, evaluating and upskilling direct reports’ sales competency while executing sales processes and implementing business strategies.

Responsibilities:

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

Recruit, train, develop, and mentor a regional team of sales professionals specializing in selling Molecular, Microbiology, and /AST portfolios.

Identify, hire & develop strong talent pipeline to build a sustainable high performing team Routinely engage in joint sales calls with team to mentor and improve the sales skills; accelerate the sales cycle and overall performance of the sales territories.

Provide accurate and timely forecasts of product sales by unit and revenue for the region. Ensure consistent implementation of key sales management processes.

Collaborate with BD Strategic Customer Group (SCG), Sales Specialists, Director of National Accounts (DNAs) and other business partners to drive conversion and compliance of local accounts affiliated with national and large regional accounts and or regional accounts. Handle regional expenses within budgeted/forecasted guidelines.

Organize and lead Regional meetings on a regular basis, both virtual and in-person

Key Opinion Leader…