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. 

Responsibilities:

This Strategic Customer Vice President (SCVP) position reports to the Group Vice President, Strategic Customer Group, GPO and is responsible for completing our GPO contracting strategy for assigned products across BD.  This is a senior sales executive position that requires extensive prior experience demonstrating superior business sense, strategic agility, decision quality, customer focus, exceptional negotiations skills, conflict management expertise and strong oral and written communication skills.  This position is accountable for growing and/or maintaining business through long-term relationships with GPOs and their largest members.  This includes building trusted advisor relationships, leading contracting strategy and implementing strong contracts, and delivering demonstrated value for BD and customers.   Specific responsibilities are to:

• Execute BD’s GPO contracting strategy for products and services through significant proactive collaboration and coordination with business units and by a deep understanding of customers’ business models, needs, strategies, and expectations.

• Develop and manage meaningful business relationships with GPO executives, GPO contracting teams, customer executives and BD business leadership teams to leverage and support strategy.  Proactively engage with cross-functional teams to accomplish this work.

• Ensure BD’s contracting strategy with GPOs incorporates optimal pricing, rebates, fees, and terms & conditions, considering short-term and long-term objectives, while balancing business priorities with market conditions.

• Lead contract negotiations for national, regional and custom contracts with national GPOs regional GPOs, and aggregation groups under a GPO to deliver strong contracts for BD.

• Understand and navigate complexities associated with legal, compliance and contracting. 

• Successfully implement new GPO contracts with the GPO and customers, working in alignment with business unit sales leadership, CCO and GBS to seamlessly launch new contracts, increase GPO contract sales through new business opportunities, increase penetration, drive competitive conversions, and enforce compliance.

• Manage and resolve day-to-day issues that arise for assigned GPOs and contract portfolio.    

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Experience: 

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

• Experience working with national and regional GPOs, with specific examples of engagement and outcomes.

• Strong knowledge of the US healthcare industry, including unique aspects of the GPO industry

• Strong track record of business success and driving results 

• Demonstrated ability to negotiate complex sales agreements and/or GPO contracts

• Strong understanding of contract terms and conditions and the associated business and legal analysis required 

• Experience in account management and effective collaboration with executives and key influencers

• Demonstrated experience in successfully developing, leading and executing business strategy   

• Demonstrated ability to think strategically and understand implications across a complex corporate enterprise

• Direct leadership and management experience in sales and/or marketing, with people management experience

• Demonstrated ability to work independently and as an essential part of a team to achieve business goals

• Strong financial and analytical competencies, including advanced Excel and Power BI skills.

• Excellent organizational and project management skills

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

• Adept in dealing with ambiguity, managing change, and embracing new opportunities 

Demonstrated Job Competencies : 

• Strategic Agility

• Spanning Boundaries (enterprise thinking) 

• Matrix Leadership (influence without authority) 

• Business and financial acumen 

• Teamwork and Collaboration 

• Identify and analyze business opportunities 

• Drive and deliver results 

• Advanced Negotiations Skills 

• High Impact Delivery/Presentation

Required Education and Experience:

• Bachelor's degree required, graduate degree preferred

• Minimum 10 years of progressively responsible sales leadership experience in health care, specifically experience with GPOs, including at least 3 years of people management experience

• Demonstrated track record of successful contract negotiations for very large and complex deals, including GPO contracts.

• Proven product knowledge in pharmacy, laboratory, cardiology and/or medical-surgical areas

• Extensive knowledge of health care IT and capital equipment sales and contracting  

• Proven ability to engage and build relationships with customers

• Solution and consultative selling experience

• Complex matrix organizational experience 

• Demonstrated ability to Influence people without authority  

• Ability to travel 50% of the time

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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 

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.

$ $162,500 – $305,700 - Annual Base + Incentive

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.

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