*JOB SUMMARY*: Responsible for building strong customer relationships with key assigned channel partners. Responsible for developing, negotiating, and implementing contracts with assigned channel partners that meet the sales and profit goals for BDDS.
*DUTIES AND RESPONSIBILITIES*:
1. Account Activities:
* Manage existing contracts to insure that all terms and conditions are being met and BD is exceeding channel partner expectations.
* Negotiate new agreements that meet the sales and profit goals for BDDS.
* Identify opportunities to improve profit and sales in assigned partners by converting competitive business, growing existing business, and implementing formulary programs to improve profit.
* Identify opportunities for BD to impact customer business and organizational issues to improve our overall value. Identify sales targets and develop strategic and tactical plans for assigned accounts. Prioritize and initiate direct sales calls with DAEs, MMS, and MSS to protect existing sales and identify additional revenue opportunities.
* Work through Distribution sales teams to gain support of current products along with growth opportunities.
* Coordinates sales activities in the field to track compliance and other contract commitments.
* Track and communicate major contract implementation activities to meet the customer and BD’s needs.
* Participate in the preparation of sales plans and marketing campaigns.
* Keeps distributor’s and BD informed of contract changes.
* Work with BDDS to prioritize all business analytic and contract activities to insure that all work is completed a head of schedule.
* Communicates distributor developments and competitive intelligence to management.
* Implement BDDS Product Rationalization Program as per communicated by marketing
* Communicates and coordinates customer needs to distributor to ensure account needs are met and or opportunities fully exploited.
* Support the national sales team by developing implementation plans to meet customer service requirements.
* Meet /exceed the clinical sales and profit budget for assigned partners.
* Attend and support national/regional distribution partner shows and meetings to support and focus efforts on BD Products.
2. Operational and Administrative Management:
* Manage internal operations (customer service, contracts, distribution) to insure that everyone is working as a team to meet the customer and BD‘s requirements.
* Develop field sales initiatives utilizing Trust Triangle Skills
* Coordinate and implement regular Channel Conference Calls
* Insure that each IDN Sales Strategy is well developed and is completely understood and implemented by the IDN Team members
* Enhance customer satisfaction
* Administer contract logistics
* Communicate account activity weekly to Director of National Accounts
* Manage Expenses
* Monthly Highlights Report
* Provide monthly Forecast updates on Assigned Partners
* Conduct regular communication with BD Supply Chain to ensure alignment with channel partners service and delivery.
3. Training:
* Work to develop and enhance the Trust Triangle Selling skills for Field Sales necessary to manage key partners and leverage the relationship.
* Manage and lead local and national teams to service and manage key channel partners.
* Coordinate and train Customer Service, Contracts and Marketing to understand assigned channel partners and how they function.
*MINIMUM QUALIFICATIONS*:
KNOWLEDGE AND SKILLS:
* Minimum 5 years of successful channel partner experience and knowledge distribution supply chain.
* Strong Analytical skills to measure and monitor channel partners usage and contracts
* Must have a strong working knowledge of how BD distributors operate and service our customers.
* Must have excellent business and interpersonal skills.
* Presentation skills and ability to communicate at an executive level
* Strong negotiation skills and ability to manage large contract negotiations.
EDUCATION:
BS or BA degree required
MBA a plus
*Job:* Sales & Marketing Management
*Primary Location:* United States
*Shift:* First Shift / Day Job
*Req ID:* SAL001W6