Job Description Summary

　　Job Description

　　LOCATION:

　　Regionally based (Philadelphia)

　　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.

　　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.

　　Reporting to the Group Vice President, Strategic Customer Group, IDNs, the Strategic Customer Vice President (SCVP), will be the primary point of coordination for managing the entire customer lifecycle and success of the relationship with the US Region’s most important health systems (IDNs) in order to achieve the strategic business goals and objectives identified by the customer and BD to derive mutual value.

　　The SCVP will represent the BD Enterprise portfolio and lead a multi- functional team consisting of Sales Leadership, Health Systems, Enterprise Solutions Architects, Director of Corporate Accounts, Solutions & Services, Supply Chain/Distribution, Marketing, Medical & HEOR to ensure BD sales growth market share and profitability targets are achieved. This role is accountable for developing and executing strategic account business plans, and for tracking progress against key metrics which include business growth, customer satisfaction/loyalty & team leadership.

　　Overall Corporate Relationship & Outcome Management

　　As the primary point of leadership for the region’s most important accounts, the SCVP will be responsible for setting the account strategy and planning and will conduct account business reviews.  

　　Responsible for influencing and cultivating relationships with key opinion leaders at the C suite level, in order to create partnerships that result in win-win solutions 

　　Responsible for engaging the appropriate internal resources necessary to execute the account business plan.

　　Ensure delivery of customer value and expectations through recurring business reviews managing across the customer lifecycle

　　Develop and manage appropriate executive relationships to leverage and support strategy 

　　Drive financial growth for US Region and business unit 

　　Lead the BD account team through collaboration and clarity of direction

　　Market /Customer Knowledge

　　Demonstrates understanding of the health care environment, Health Care Reform, key market segments, and industry market trends

　　Builds and leverages strong understanding of customer business models to connect BU competencies with customer needs

　　Understands and navigates complexities associated with legal, compliance and contracting language.

　　Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities

　　Develops a thorough knowledge and understanding of customer needs and characteristics engages multifunctional resources to effectively manage the relationship

　　Strategic Account & Opportunity Planning

　　The SCVP has responsibility for setting system-level strategy, and coordinating system level execution of the strategy while leading the joint business planning process

　　Engages the customer and BD Business Units and key Functions in the joint business planning process and leads execution to achieve enterprise wide goals.

　　Delivers integrated business strategies with customers (clinicians and other critical decision makers) and across BD Business Units and functions including Contracting, Legal, Supply Chain, Marketing, HEOR, Medical, etc. to achieve business objectives.

　　Working closely with the Regional Sales Leader and other key support functions (ie. marketing, contracting, supply chain HEOR, Solutions & Services) to develop & execute joint business plan to ensure customer needs are addressed and opportunities are prioritized, appropriately

　　Prepares & leads quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the BD account team /business units

　　Multifunctional Account Team Leadership

　　Leads and develops team culture that results in high performance and achievement of BD and customer goals 

　　Manages and sets priorities while effectively resolving conflicts. 

　　Hold Account Team accountable to business plan and success metrics. 

　　Joint Solutions Development, Co –Creation & Negotiations:

　　Provides solutions which solve customer business issues in conjunction with account team resources

　　Negotiates effectively with customer on contracting, priorities, timelines, progress and measures

　　Creates dashboards to measure success of relationship jointly with the customer

　　Experience

　　This role requires the following qualifications to foster success in the role:

　　Experience working in an IDN environment and strong knowledge of US healthcare industry, including the Affordable Care Act

　　Strong track record of business success/driving results

　　Experience in account management and effective collaboration with C suite and key influencers (clinical & business)

　　Demonstrated understanding of Health Care Information Technology preferred. 

　　Demonstrated experience in successfully developing, leading and executing Joint business plans 

　　Demonstrated effective leadership of a “matrix” team (associates who do not report directly to the role) 

　　Demonstrated ability to negotiate complex sales agreements 

　　Drives results and proactively implements value props and customized solutions to meet customer expectations

　　Experience in thinking strategically across complex portfolio

　　Experience in sales management and/or marketing or other relevant functional leadership position

　　Strong financial and analytical skills and market trending

　　Excellent planning, organizing and project management skills (forecasting and funnel management) 

　　Excellent communication and influencing skills – verbal, written and presentations 

　　Excellence in ambiguity, adapting to change and embracing new opportunities

　　Demonstrated Job Competencies 

　　Spanning Boundaries (enterprise thinking)

　　Thinks strategically

　　Matrix Leadership

　　Teamwork and Collaboration

　　Identify and analyze business opportunities

　　Influences others (influence without authority)

　　Applying business and financial acumen

　　Drive and deliver results

　　Negotiates effectively

　　High Impact Delivery/Presentation

　　Required Education and Experience

　　Bachelor’s degree required; graduate degree preferred 

　　Minimum 7+ years progressively responsible sales leadership experience

　　Minimum 5 years of large account management/IDN experience

　　Successful selling experience in healthcare capital equipment and/or healthcare IT required

　　Proven ability to engage, build relationships and close in the C-suite

　　Solution and consultative selling experience required

　　Health care industry sales and/or marketing experience

　　Complex matrix organizational experience

　　Experience working at the C suite of health systems

　　Experience in successfully developing joint business plans

　　Influencing people without authority 

　　Ability to travel 25% of time

　　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.

　　You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.

　　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.

　　Primary Work Location

　　USA NJ - Franklin Lakes

　　Additional Locations

　　Work Shift

　　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.