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The Difference of One

VP/GM MDS US Region

Job ID R-22572 Date posted 10/12/2017

Job Description Summary

Job Description

The statements below are intended to describe the general nature and level of work being performed by associates assigned to this job. This job description is not intended to be an exhaustive list of all responsibilities, duties, and skills required of associates so classified.

JOB SUMMARY:

Reporting to the President of the US Region and to the President of MDS, the VP/GM of MDS, US leads the customer facing Commercial team (Sales & Clinical, Marketing and Sales Operations). The MDS US team has 400+ associates with an annual revenue of $1.97B. Subsequent to successful closing of BARD transaction (subject to requisite approvals), the business will be renamed as Medication Delivery Solutions (MDS) with the major platforms being Catheters - Peripheral Intravenous Catheters (PIVC), Midlines and Peripherally Inserted Central Catheter (PICCS) - Hypodermic, Flush, Sharps, Anesthesia Trays, Connectors, Infusion Sets, CSTDs (Closed System Transfer Devices) etc. In addition to all the responsibilities defined below, BARD integration on the commercial side and related change management will become a significant priority for the incumbent.

This role is the most senior leader in MDS US and is in charge to define, drive and execute the business strategy in particular related to all commercial related activities for the MDS US Region. This includes determining based on the business strategy, the current and future portfolio and what is the best GTM strategy needed to achieve growth, category share and gross margin and new products objectives. Key performance metrics include sustainable revenue and margin growth, new product launch success and category share gain. The role is expected to ensure flawless execution of sales and marketing plans to build a growing, sustainable, and profitable business. To that end, the incumbent will lead and develop a coordinated, efficient and high performing sales and marketing organization that builds strong customer loyalty to the MDS business.  This position will have responsibility to develop Commercial Marketing Plans, strategies and tactics, as required to execute on those plans, and ensure that the commercial team is appropriately trained.  This role will drive sales and marketing efforts to sell across the entire MDS portfolio to fulfill related key business objectives and budget commitments. 

Directly reporting to this role is the US sales and marketing organizations.  Additionally this position is a member of the MDS LT & Operating Team and the BD US Region’s Leadership Team and will influence opportunities for sales organization and channel reengineering, organization design, and resource allocation across the various business units.

DUTIES AND RESPONSIBILITIES:

Commercial and Financial Leadership

  • Drive the company’s revenue and profit growth ensuring the attainment of the MDS US Region’s overall goals. 
  • Develop plans and strategies for developing business to achieve the company’s sales and marketing goals.
  • Accountable for the budgeting process including quarterly and annual expense forecasting for related projects

    Operational Effectiveness

    Working with sales leadership and human resources:

  • 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.
  • Responsible for the optimal deployment of sales personnel. Make recommendations for changing sales roles, coverage models, and/or team configurations in order 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.

  • Deploy Sales force effectiveness approach and development strategy (Value based/Solutions selling)

  • Define optimal performance measurements and performance management programs required to ensure sales success. Align reporting, training, and incentive programs with performance management priorities.

  • Ensure effective sales training plans; new hire training program, product training, and sales / territory management skills training.

  • Enable staff to achieve their potential and support company sales objectives by defining and coordinating sales and associate developmental training programs.

Customer and Market

  • Ensure that customer feedback and relevant information is gathered real time.Compile and effectively communicate information / data related to customer 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.
  • Travel for in-person meetings with customers and partners to develop key relationships and maintain a close connection to the front line sales team.
  • Play a key role in negotiating Terms & Conditions of multi-million, multi-year contracts with C-Suite level executives of large hospital systems and reference labs.

    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.

  • Achieve targeted results and 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 MDS products vs. the competition.

  • Identify, interpret, and capitalize on market trends and competitive opportunities.

    Organizational Agility and Leadership

  • Proactive partnership with MDS VP/GMs, worldwide platform and functional leaders in executing the BU’s growth strategies
  • Proactive collaboration with US region to drive revenue growth for BDX, leverage common GTM groups – SCG - Distribution – Government, leverage and develop common capabilities
  • Actively engaging the Management Committee through, proactive communication
  • Establish performance standards for subordinates, either direct reports or team members.
  • Responsible for development of the organization.   
  • Coach, mentor, and raise the team’s ability to deliver and exceed expectations while creating opportunities for succession talent.
  • Appraises guides, corrects and approves performance of staff through merit review and counseling. Provide ongoing direction and training and development of assigned personnel.

    Compliance

  • Ensure field compliance with all Sarbanes Oxley (SOX) requirements

  • Ensure compliance with all local, state, federal and BD regulations/policies/ procedures.\

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

      MINIMUM QUALIFICATIONS:

      KNOWLEDGE AND SKILLS:

  • Strong leadership and influencing skills.  The ability to build followership within the organization and within our customer base.

  • Strong business acumen.  Ability to lead from the front along with the ability to build sustainable processes leading to sales success.

  • Able to lead marketing team(s) that effectively address both upstream (unmet need identification) and downstream (supporting existing products in the market) marketing.

  • Demonstrated ability to drive sales results through a cohesive, customer centric sales organization.

  • Demonstrated ability and working knowledge in the following areas:
    • Strong exposure to sales and sales management
    • Commercial Marketing experience / knowledge
    • Sales Force alignments and reorganizations
    • Financial Savvy (FASB guidelines, SOX, etc.)

      EDUCATION AND EXPERIENCE:

  • BS in Science or BA in Business / Marketing or closely related discipline
  • MBA in marketing/finance or commensurate work experience preferred
  • Minimum 10 years of business experience in the medical device/technology, life sciences or medical consumer products industries. Business experience may include marketing, sales, sales training, business development.
  • Minimum 7 years in both senior sales and marketing leadership position(s). 
  • Minimum 10 years direct supervision of professional level associates, including management of managers.

    COMPETENCIES:

Building Effective Teams: Blends people into teams when needed; creates strong morale and spirit in his /her team; shares wins and success; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team. Builds cohesive teams of people within the organization, valuing team spirit. Shares wins and successes such that each team member feels valuable and appreciated

Driving for Results:  Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results. Anticipates obstacles and is prepared with contingency plans so as not to impede the drive to the goal; keeps everyone on track. Is the go-to person for both action and strategic planning of complex and tough assignments.

Developing Direct Reports:  Provides challenging and stretching tasks and assignments; holds frequent development discussions; is aware of each direct reports career goals; constructs compelling development plans and executes them; pushes direct reports to accept development moves; will take direct reports who need work; is a people builder. Creates an environment of positive feedback, encouraging others to reach farther and higher and to press on toward their goals. Creates opportunities for enrichment, as well as development programs for others, and motivates them to participate

Managerial Courage:  Doesn't hold back anything that needs to be said; provides current, direct, complete and actionable positive and corrective feedback to others; lets people know where they stand; faces up to people problems or any person or situation (not including direct reports) quickly and directly; is not afraid to take negative action when necessary. Deals head-on with people problems and prickly situations. Swiftly administers negative action if a situation merits it

Hiring and Staffing:   Is a good judge of talent; accurately projects what people are likely to do across a variety of situations; hires the best people available from inside or outside; assembles talented teams. Articulates the strengths and limitations of people. Consistently assembles good, talented teams

Managing and Measuring Work:  Cleary assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress and results; designs feedback loops into work. Sets quantitative and qualitative measures that are observably tied to goals and objectives. Regularly interacts with others to give and receive feedback

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift

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Why Join BD?

  • Become an integral part of a company that makes a difference in human health, saving and improving the lives of people in all corners of the globe.
  • Use your creativity and entrepreneurial spirit to develop innovative solutions and products that can benefit all people around the world.
  • Enjoy an array of very competitive benefits, including choices of medical programs, company-sponsored savings plan, on-site fitness centers at select locations, tuition reimbursement, and many others that support a healthy lifestyle.
  • Become part of a company that gives significant time, talent and resources to philanthropic and charitable efforts around the world.

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