We are the people who give possibilities purpose

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.

Job Description

Reporting to the VPGM BD-Canada and to the VP International Sales & Marketing, Advanced Patient Monitoring (APM), the Business Director of APM, Canada leads the customer facing Commercial team (Sales & Clinical, Marketing). This role is the most senior leader in APM Canada and responsible for defining, driving and executing on the business strategy related to all commercial activities for the APM Canada Region. This includes determining, based on the business strategy, the current and future portfolio and what is the best go-to-market strategy needed to achieve growth, category share, gross margin, and new product commercialization objectives.
Key performance metrics for this executive include sustainable revenue and margin growth, new product launch success and category share gain. This leader is expected to ensure flawless execution of sales and marketing plans to build a growing, sustainable, and profitable business. To that end, the Business Director will lead and develop a coordinated, efficient, and high performing sales and marketing organization that builds strong customer loyalty to the APM business.  This position will have responsibility for developing commercial marketing plans and strategies and tactics required to execute on those plans, building and sustaining a diverse and engaged organization with the right commercial capabilities, and managing and developing talent.

Responsibilities include:

Commercial and Financial Leadership

• Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of Canada Region’s overall goals.  

• Lead the budgeting process, including quarterly and annual expense forecasting. Develop and execute an effective portfolio strategy for the business unit in Canada

Commercial & Operational Effectiveness

• Provide strategic recommendations for improving the productivity and effectiveness of sales force.

• Design, implement, and manage sales forecasting, planning, and budgeting processes. Establish high levels of quality, accuracy, and process consistency to be institutionalized in the sales organization. Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within the organization.

• Oversee the plan for the optimal deployment of sales personnel. Make recommendations for changing sales roles, coverage models, and/or team configurations to maximize productivity. Lead change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.

• Design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.

• Define optimal performance measurements and performance management programs required to ensure success as defined by increased revenue growth, increased market share, and strong margins. Align reporting, training, and incentive programs with performance management priorities.

Customer and Market

• Ensure that customer feedback and relevant information is gathered in real time. Compile and effectively communicate information / data related to customers and prospect interactions to help the organization become more customer centric.

• Monitor customer, market and competitor activity, providing feedback and strategic recommendations to company leadership team and other company functions.

• Play a key role in negotiating terms and conditions of multi-million-dollar, multi-year contracts with C-Suite level executives of large hospital system and GPO's

Marketing and Training

• Create, manage, coordinate and execute all marketing strategies, and implement tactical plans that meet and exceed company expectations.

• Develop unique value propositions, business partnerships, category management, as well as call to action-oriented advertising targeted toward key customer segments that increases brand awareness. Ensure timely and effective execution of marketing tactics and programs.

• Analyze, evaluate, plan and execute on both existing and potential marketing activities and strategies.  Develop benchmark criteria to measure the efficiency and effectiveness of marketing programs.

• Develop competitive intelligence across all product areas served.  Develop tools to be used by the sales force to effectively position products vs. the competition.

Organizational Agility and Leadership

• Proactive partnership with business unit APM VP/GMs, worldwide platform and functional leaders in executing the BU’s growth strategies.

• Proactive collaboration with Canada region to drive revenue growth for BD across Canada, leveraging common go-to-market groups.

• Coach, mentor, and raise the team’s ability to deliver and exceed expectations while creating opportunities for succession talent. 

• Leads the regional talent agenda by building the capabilities to deliver on the business’ strategy in both the short and long term. Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources.

• Leads the HR Planning process to identify, coach, mentor, and provide challenging development opportunities for BD’s future leaders and champions.  Exports talent to broader BDX organization. 

• Creates and sustains a culture of high performance and manages low performance aggressively, while being aligned to company values and culture. Leads cultural change necessary to deliver on BD and BU Culture Themes / Behaviors.

Compliance

• Ensure compliance with all local BD quality policies / procedures / practices through consistent application of sound Quality Assurance principles

Education and Experience:

• University Degree in Life Sciences, Business or a related area. Required, MBA Preferred

• 7-10 years’ experience in Medical Devices / Technology / Life Sciences environment in both sales and marketing, three in a leadership role. Required.

• Knowledge of BD products and experience in acute care/critical care environment highly preferred.

Knowledge and Skills:

• Proven ability in mentoring and teamwork.

• Demonstrated ability to motivate and direct marketing and sales training, application support and technical services, personnel and distributors.

• Exhibit creativity, vision, focus and the willingness to take intelligent business risks.

• Strong analytical and negotiation skills.

• Capability of effectively communicating with all levels within the organization.

Why Join Us?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visithttps://bd.com/careers.

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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