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************************************************************** JobCircle.com is the largest regional job board in the Mid-Atlantic region, with tens of thousands of job offerings in PA, NJ, DE, MD, NY, and Washington D.C.  To learn more, visit http://www.jobcircle.com?source=ng ************************************************************** Job _title_:     Area Business Manager Job Location:  MD: Baltimore Pay Rate:      Open Job Length:    full time Start Date:    2010-01-28 Company Name:  Becton, Dickinson and Company Contact:       Human Resources Phone:         email only please Fax:           email only please De_script_ion:   De_script_ion: - Area Business Manager (FIE0005S) Job De_script_ion Area Business Manager-FIE0005S BD is a leading global medical technology company that develops, manufactures and sells medical devices, instrument systems and reagents. The Company is dedicated to improving peoples health throughout the world. BD is focused on improving drug delivery, enhancing the quality and speed of diagnosing infectious diseases and cancers, and advancing research, discovery and production of new drugs and vaccines. BDs capabilities are instrumental in combating many of the worlds most pressing diseases. Founded in 1897 and headquartered in Franklin Lakes, New Jersey, BD employs approximately 28,000 people in approximately 50 countries throughout the world. The Company serves healthcare institutions, life science researchers, clinical laboratories, the pharmaceutical industry and the general public. For more information, please visit www.bd.com. BD is an Equal Opportunity/Affirmative Action Employer. About us De_script_ion JOB SUMMARY: Responsible for developing and implementing a sales strategy for assigned sales area and key regional accounts in the biopharmaceutical and cell therapy markets. Territory geography includes states east of the Mississippi, spanning from PA to FL. Key focus on RTP NC, MD Technology Corridor, and eastern PA. Some national accounts will also be assigned. Strategies shall include leveraging of BDAB supplements, cell culture media, and design services for biologic production in order to grow revenue and pipeline share at high GP levels.  Responsible for developing, negotiating, and implementing long term supply agreements for BDAB products used in the production of a commercialized biopharmaceutical.  Must have an ability to lead Global Key Account teams.  Responsibilities include global strategy development and implementation through regional account managers, scientific application managers, and internal functional leaders.  Requires monthly tracking and reporting of performance metrics to the BDAB leadership team.  Reports to U.S. Region Sales Manager. DUTIES AND RESPONSIBILITIES: * Develop and implement sales action plans for each targeted biopharm and cell therapy account, prioritizing _base_d on revenue and pipeline strength.  Includes 3-year projections by key account and product categories * Develop sales action plans for all Global Key Accounts within sales area and assigned key accounts in coordination with GKA strategies. * Negotiate new agreements that meet the sales and profit goals for BDAB.  Includes the implementation and management of long term supply agreements for those products used to produce a biopharmaceutical. * Identify opportunities in assigned accounts by converting competitive business, growing existing business, and implementing formulary programs to improve revenue and profitability. * Provide short and long term forecasting for all products used by critical accounts; Participate in the S&OP and SOF process through utilization of established business tools such as a 24-month rolling forecast, sales reports, and Customer Service reports. * Work closely with Scientific Application Managers to address field training needs and technical support required to increase educational levels of customer _base_ regarding BDAB capabilities. * Identify significant trends or macroeconomic issues of strategic importance impacting area performance; Provide feedback and recommendations to BDAB functional stakeholders and management. * Develop and maintain strong relationships with the R&D and Marketing organizations to ensure customized products and solutions can be delivered to target accounts. * Collaborate with internal cross-functional stakeholders to drive Global Key Account strategy, which includes making sound recommendations for investment direction and deployment of resources to support business goals. * Manage distributor activities within assigned sales area to maximize coverage and ensure broad exposure of BDAB products and solutions to existing and potential customers. * Make recommendations to Marketing regarding selling and cost analysis tools needed in the field to communicate the BDAB value proposition. * Manage internal operations involving Customer Service, Contracts, Finance, and Planning to maintain supply channel continuity within assigned area. * Work closely with Marketing to define area and GKA pipeline opportunities. * Complete monthly reports and submit to U.S. Region Sales Manager. * Administer contract renewals and addendums through established channels. * Manage Expenses in accordance with assigned budget. Qualifications MINIMUM QUALIFICATIONS: KNOWLEDGE AND SKILLS: * Quick-learner.  Exemplifies early-adopter behaviors.  Able to absorb and apply technical information.  Understands the selling process and all steps necessary to apply learnings to close business. * Strategic selling skills.  Approaches assignments with thorough understanding of customer needs and concerns in order to offer the best solutions for the customer and BD.  Understands the importance of building trust with clients. * Demonstrates strong interpersonal skills.  Builds constructive and effective relationships. Able to identify key influencers and decision makers at all accounts, and ascertain decision criteria. * Talented presenter.  Excellent communication skills.  Able to present to key internal and external stakeholders and leaders.  Can clearly communicate functional needs within the organization to drive strategies and tactical plans. * Successful team p_layer_ and leader.  Demonstrated team selling skills.  Ability to lead a cross-functional team of peers and colleagues to drive global account strategy and implementation plans * Ability to balance strategic and business actions.  Good understanding of current and future market trends, sales initiatives, and information affecting the business and organization.  Knows the competition.  Awareness of how strategies and tactics work in the marketplace. Clearly sees ahead and can anticipate future consequences and trends accurately * Strong territory management and customer management skills.  Able to deliver and execute a business plan to exceed expectations, including the use of dealer networks where applicable.  Ability to balance world-class service and support of existing _base_ business with new revenue growth initiatives. EDUCATION AND EXPERIENCE: BS Degree required.  MS or Ph.D. in related science desired. Minimum 5 years documented sales success (top 20%) in large-account, multi-level selling environment.  Non-clinical life science, tissue culture, or biopharmaceutical production sales experience required. High proficiency in using Customer Relationship Management systems, Microsoft Office software applications, and Lotus Notes Job Field Sales Primary Location US-Maryland-Baltimore Shift First Shift  / Day Job Relocation Available Yes Send this job to a friend Send this job de_script_ion to a friend by email. All the relevant details will be included in the message.Send this job to a friend Please refer to Job code 130880 when responding to this ad. For FASTEST PROCESSING of your resume, please visit http://www.jobcircle.com/classifieds/4808791.html?source=ng to apply online. ************************************************************** For fastest processing of your resume, this employer asks that you apply to this job using the URL above. **************************************************************