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. 

The position of Diagnostic Solutions, VP of Sales for our West Region is within BD’s Diagnostic Solutions (DS) Business Unit. Diagnostic Solutions focuses on enabling accurate, timely and efficient detection of infectious diseases, cancer and other health conditions. Through innovations in microbiology, molecular diagnostics and point-of-care devices and assays, BD Diagnostic Solutions supports customers around the world, whether in high-throughput laboratories or community healthcare clinics, in hospitals or at home, in delivering better outcomes for patients.

This position reports to the Vice President of Diagnostic Sales for the US Region and is a key member of the DS Sales Leadership Team. This position is accountable for the commercial growth of our Diagnostic Solutions portfolio, with key objectives in developing strategies and implementing plans to deliver sales growth goals. Will lead a team of Regional Business Managers, Accounts Executives, Microbiology and Molecular Sales Specialists. In total is ~50 associates with total revenue responsibility of $350M.

RESPONSIBILITIES: Critical to success in this role will be the candidate’s strategic capability, commercial acumen and growth mindset coupled with an ability to work collaboratively in a matrix organization to influence change and deliver impactful results.

• Direct leadership accountability for Diagnostics Solutions commercial execution, revenue, and operating expenses in the West Region.

• Ensures timely and accurate execution of strategy.

• Partners with Marketing to ensure effective linkage to influencing and supporting field-based sales activities.

• Works cross-functionally with all departments within Diagnostic Solutions to communicate and align support with field sales initiatives.

• Establishes effective relationships with external customers and uses those relationships to strengthen competitive position and performance.

• Collaborates with Vice Presidents of Sales, Region Business Managers, Clinical Leaders, Sales Consultants, National Account Directors, the National Reference Lab team, and the Strategic Customer Group to drive conversion and compliance of local contracts affiliated with national and large regional accounts.

• Coordinates the implementation of Marketing, Sales, and contracting programs across product portfolio.

• Responsible for driving the company’s revenue and profit by ensuring the attainment of the sales objectives of this critical regional segment.

• Creates and implements comprehensive strategies to exceed U.S. sales objectives inclusive of competitive offering and BD positioning and ability to win.

• Creates and drives effective strategies to develop and maintain a strong sale pipeline.

• Ensures accuracy of Salesforce funnel and account details (brand in use, annual volume, test profile, etc.) and contact information.  

• Strategize with marketing on all matters affecting products, competition and customers experience.

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

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

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

• Develops broad influence through a robust set of internal/external relationships across the organization; promotes successful partnership outcomes within, among and across teams, using the varied perspectives of others to achieve results. 

• Possess strong financial and analytical skills as well as applications to business plans.

Required Competencies:

Results Orientation:    

• Ensures results are achieved by providing resources, removing obstacles, effectively communicating a sense of urgency, and motivating others to work together.

• Forecasts functional budget needs and manages resources across work units to meet / stay within budget, integrating knowledge of competitive advantage and profit drivers.

Strategic Thinking:     

• Anticipates internal / external business issues / interdependencies that may impact organizational results.

• Creates and sets short- and long-term strategy based on anticipated internal / external trends and new ways of thinking to ensure BD long-term success.

Change Leadership:

• Effectively leads authentic communication regarding the need for change to build support and commitment.

• Demonstrates knowledge of the change process and tools to lead teams in quickly adapting to ambiguous situations and maintains engagement levels to deliver change.

Internal Partnership:

• Employs internal resources and assets across the BD matrix from R&D, marketing, sales, medical affairs, etc to ensure a competitive advantage.

• Partners across the BD matrix for quicker decision making.

Global Mindset-Diversity:       

• Challenges others to be sensitive and consider cultural and geographic differences when establishing goals and action plans.

• Ensures a global perspective in shaping diverse and complex teams; leverages effective working relationships across functions and locations to guide the team's success and serves as an ambassador for the function.

Select and Develop Talent:

• Creates unique development opportunities and introduces ways in which functional areas can learn from each other to build the skills required for the organization's success.

• Engages key talent and provides constructive feedback to support development; builds management talent pool Develops plans for growing and buying extraordinary talent; drives the succession planning process.

Inspirational Leadership         

• Sets high performance functional or cross-functional goals and coaches others in the goal setting process.

• Ensures plans are in place and team members are empowered to make decisions to help meet / exceed goals.

Self-Awareness         

• Effectively adjusts leadership style to influence others to achieve success in every situation.

Qualifications:

• Bachelor’s degree in Business, Marketing or related field; MBA preferred

• 5+ years of successful management level experience required, with preferred experience managing Sales leaders.  Experience in Molecular and/or Microbiology preferred.

• Strong intuition for business, supply chain knowledge and critical thinking abilities with deep understanding of market dynamics, customer needs and competitive landscape

• Excellent negotiation, contract management, and relationship building skills.

• Strong planning, forecasting, negotiation and presentation skills.

• Knowledge of sales force applications

• Demonstrated leadership skills with the ability to inspire and motivate a team.

• Analytical approach with the ability to influence and collaborate with partners at all levels of the organization.

• Willingness to travel domestically, 70%

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. 

$250,000 - $419,460 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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