Job Description Summary

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.

BD Medical Pharmaceutical Systems ( BDM-PS) is committed to delivering sustainable and profitable growth in the high single digit range in the next 3 to 5 years. The key responsibilities for the Vice President Sales/Key Accounts are to build the right capabilities and develop and implement the right Key account strategies to protect and expand Share of Wallet with our key accounts.
The Vice President Sales/Key Accounts, along with his/her team, supports the existing and new product business for BDM-PS including Prefillable Syringes (PFS), Self-Injection Systems (SAIS) and Safety.

The initial focus of this role will be on building established trusted relationships with our key customers, allowing us to explore innovation & partnership opportunities that create mutual value. This includes but is not limited to the successful deployment of our capacity extension program (Nouvel) as well as the ramping up of our contracting excellence initiative aimed at increasing demand commitment. In addition, this role should focus on enhancing our early engagement model, including the deployment of “scientific capabilities” and the promotion of our services as well as developing a robust process for the commercial development hand-off for ADDS.

The Vice President Sales/Key Accounts reports directly to the VP/GM of Sales, EMEA & North America.

Job Description

RESPONSIBILITIES:

• Acquire, develop and retain a high performing and highly engaged key account team with greater focus on future (pipeline), profitable (increasing ROTA) growth, which is able to sell systems and value rather than barrels and components. This includes effectively managing poor performance, creating an environment that attracts the best talent (and on-boards them effectively) and providing opportunities for continuous development (sales trainings, skills upgrading, stretched assignments).
• Develop a compensation plan that drives the right behavior to support business objectives and rewards financial AND partnership performance (including Share of Wallet performance).
• Evaluate and adopt the appropriate organizational structure in terms of size, deployment, responsibilities and capabilities to further enhance our role as a service and solution provider and to ensure we put our resources where we expect the best return on investment.
• Create a growth and value mindset in the sales organization.
• Work with our internal partners to find ways to build consensus among and rapport with a wide range of (business) stakeholders in the accounts (e.g through improved digital engagement). Evolve the current operating model in a way that will ensure more frequent, more impactful and differentiated engagement with our key accounts, reaching the right audience with the right content and message at the right time.
• Partner with the cPMO team to ensure that the objective and value of our capacity extension plan (Nouvel) is well communicated to our customers. Also ensure that customer feedback is captured and heard to support changes to the program where appropriate or to make the support available to facilitate the easier and faster acceptance of the program.
• Drive contracting excellence to ensure that we pass on the commitments we have to make as a business to our suppliers, to our customers.
• Establish an SSG&A budget for the sales organization and manage spending activities within budget guidelines.
• Meet or exceed revenue and profitability targets. Protect and expand Share of Wallet with our key accounts.
• Continue to look for ways to optimize the demand signal to support supply assurance.
• Drive execution of key business objectives, and longer-term strategic imperatives among targeted customers.
• Post Covid pandemic, find ways to make the BD Hybrid model work and ways to strengthen customer engagement.
• Partner alongside Marketing to develop and maintain comprehensive sales reporting systems to include competitive information, sales results, and market status.
• Get actionable insights from your team and customer engagement and act as a servant leader to remove barriers to your customer’s and team’s success.

EXPERIENCE & EDUCATION

• 4-year college degree in Science, Engineering, or Business Administration or related field required.

• Demonstrated ability to develop and implement commercial strategies and delivering results.
• Demonstrated ability to acquire, develop and retain a high performing commercial team.
• A minimum of 10 years of relevant Marketing, Sales and/or Market Access experience in Pharmaceutical and/or Medical Device is required. Experience in Marketing and/or Sales in a field related to drug delivery devices is a plus.
• B2B experience desired.

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