Job Description Summary

Job Description

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. 

Duties and Responsibilities:

• Responsible for driving US Diagnostic Solutions & Specimen Management revenue/margin by leveraging Channel Commercial growth programs in alignment with & BD DS/SM Field Sales Teams and distributor’s organizational structure and strategic initiatives.

• Create, gain buy in of and drive successful program execution to our channel partners at the headquarter, regional & local sales levels.  

• Establish, shape and deepen distributor relationships at the headquarter, regional and local levels, optimizing current distribution programs and marketing campaigns

• Coordinate or participate in national/regional distribution event coverage, to ensure that IDS business strategies and messaging are implemented at all levels of the distribution chain. 

• Monitor and manage operational metrics of DS/SM products distributed through channel (ex. DIOH)

• Create & execute annual distributor account plans in alignment with annual DS/SM platform revenue performance

• Identify & drive incremental growth opportunities by communicating & aligning BD DS/SM annual strategic plan with distributors’ annual strategic plans.

• Implementation of IDS sales campaigns, product launches, marketing programs, and channel distribution compensation-enhancing programs 

• Build relationships with headquarter level key stakeholders including category management, operations and supply planning to help facilitate detailed execution of our sales strategies.

• Conduct regular business reviews at the headquarter & regional level to ensure successful collaboration of tactical action plans for mutual achievement of business goals 

• Lead customer pull through, channel margin enhancing initiatives at headquarter and regional levels.

• Participate in a team approach on building sales plans, maximizing current contracts and programs, and driving execution to successfully target upgrades and competitive conversions 

• Work in conjunction with the DS/SM Training and Marketing teams in coordinating and delivering training programs on focused & new product launch portfolios to distributors’ customer service and field sales representatives 

• Analyze sales and operational data with regular cadence (monthly, quarterly) and as needed to identify downstream customer opportunities by platform and to monitor portfolio performance.  Identify competitive trends, market dynamics and develop & implement channel specific course of action to capitalize.   Report key trends both internally and externally.

• Continuous engagement and feedback with the greater DS & SM marketing & selling teams to promote growth across all DS & SM products and platforms 

• Domestic travel will be 50%

Business Planning

• Leverage BD annual marketing & sales planning process to identify growth & conversion opportunities

• Collaborate with DS/SM platform marketing & sales leadership on target account prioritization

• Create & implement standardized deliverables for measurement

Skills and Competencies:

• Results Driver: Proactively lead the process to grow accounts, accept accountability for achieving business goals, lead the account planning process, manage to be identified outcomes, strong team player but still a self-starter, no one needs to push you to excel

• Project Management; Lead members of account teams effectively, disciplined execution, accountability

• Analytics:  ROI analysis and financial modeling, comfortable with analyzing large data sets

• Innovator: Strategic mindset, cross-pollinate ideas and collaborate directly with account enterprise decision makers to co-create value, create compelling & inspiring ideas to bring to customer decision-makers

• Relationship Lead: Gain access to decision-makers, generate relationships that drive new revenue

• Domain Knowledge; Healthcare Distributor & industry expertise, business acumen – understanding customer and BD profitability drivers, standard clinical workflow, BD Solutions

• Collaborator: Influence without authority, operate effectively in ambiguous situations. Ability to manage the sales process at all levels effectively, Excellent customer interaction skills

• Excellent communication skills – comfortable and confident in front of internal and external executives

• Proven learning agility and the ability to think strategically and lead in a sophisticated matrix environment

• Ability and willingness to travel 50%

Experience and Education:

• Bachelor’s degree or equivalent experience required

• 10 years of experience in medical products and/or capital required.

• Proven ability to work with distributors and other channel partners to drive new business growth

• Demonstrated strong track record of business success and driving results

• Solution and consultative selling experience required

• Demonstrated success effectively negotiating complex customer agreements

• Excellence in ambiguity, adapting to change and embracing new opportunities

• Excellent communication and influencing skills – verbal, written and presentation

• Demonstrated strong business acumen, financial and analytical skills

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.

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.  

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. 

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