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Strategic Customer Vice President
Strategic Customer Vice President-March 2024
Philadelphia
Mar 30, 2026
About Strategic Customer Vice President

  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.

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