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Senior Manager Commercial Effectiveness

Apply Now Job ID R-331169 Date posted 02/21/2019

Job Description Summary

The Senior Manager Commercial Effectiveness supports the US Region Marketing and Sales teams by collecting, researching and analyzing data related to medication management and related business processes & operations. This Region role will understand the customer buying process and provide analyses to support the “why now” for sales team to use in client facing presentations directed at Finance, Clinical Executives, and Senior Management. This position will also extract from marketing value propositions those insights and metrics that drive customer value.

This position is also responsible for collaborating with others to establish the best available customer information related to installed base, including HW and SW versions, and to track which customers (progress toward) which customers have/can achieve Connected Medication Management, and providing that information for References and Evidence Generation teams. The information will also guide Marketing to target customers, provide accurate customer outreach campaign performance information related to products, technologies & solutions, and measure the results of marketing and sales efforts.

This position will be involved in support of new customer pricing analyses and initiating customer programs (value offers/promotions to support strategic objectives and achievement of product revenue, market share, and gross profit targets.

Job Description

  • Serve as the leader and subject matter expert on quantifying Value Achievement & ROI within the downstream market management team
  • Manage and maintain MMS ROI tool, strengthening with new evidence as available.
  • Support sales to develop ROI’s for hospitals, health systems and healthcare clients.
  • Design and deliver training programs to help the sales channel and other departments within the organization understand competitive market dynamics and the value proposition and ROI.
  • Partner with Medical Affairs and Health Economics Outcomes Research team on the development of research studies to demonstrate value from Connected Medication Management.
  • Track customer adoption of Connected Medication Management capabilities.
  • Identify key targets to expand market for MMS
  • Develop pricing/programs/promotions to drive adoption of new capabilities.
  • Monitor competitive activity and develop a quarterly report.
  • Collaborate in creating communications that illustrate customer mindshare and market voice share.
  • Leveraging market data to develop content themes/topics and execute a plan to develop the assets that support a point of view and educate customers on “Why Do Something”.
  • Assist in the development of technical research studies and customer case studies to enhance market awareness and serve as proof points.
  • Partner with Request for Proposal (RFP) team to develop responses that differentiate the solution in the market and support messaging. 
  • Strong team member able to communicate effectively and work extremely well with complex multidisciplinary teams.
  • Willing to travel up to 30%.
  • Demonstrate leadership, learning agility and action orientation when facing uncertainty.  Instill confidence through leadership and actions.
  • Conduct and encourage frequent formal and informal communication within the team to ensure full engagement and efficient operation
  • Demonstrate strong persuasion and negotiation capabilities.
  • Promote and leverage diversity to achieve best outcomes and an inclusive work environment. Ensure all interested parties have opportunities to influence and contribute to decisions and outcomes.
  • Demonstrate and promote leadership courage by doing what is right. Instill confidence in associates and customers.
  • Demonstrate agility and action orientation when facing ambiguity, change and uncertainty. Effectively manage change and instill confidence


  • Minimum 5+ years professional experience in analysis, data aggregation, or data mining.
  • A Bachelor’s Degree in marketing, information systems, or related field is strongly preferred; MBA or other master’s degree is a plus
  • Experience in marketing automation and is a plus
  • Significant experience with Microsoft Office Suite is required.
  • Analyzing data in Microsoft Excel, including advanced functions, is required
  • Experience managing data including creating tables and manipulating data with advanced queries, is required
  • Experience in planning, executing and measuring marketing programs
  • Ability to communicate effectively and directly.
  • Demonstrates excellent organizational and multi-tasking skills; is detailed oriented.
  • Must be able to manage expectations and possess excellent organizational skills with the flexibility to readily adapt to change.
  • Analysis of Healthcare Provider operations and/or previous healthcare financial analysis is a plus.

Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

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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.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email