BD (Becton, Dickinson and Company) Strategic Customer Vice President in Chicago, Illinois

Job Description SummaryStrategic Customer Vice President

Location: Field Based

The Strategic Customer Vice President (SCVP), will be the primary point of coordination for managing the entire customer lifecycle and success of the relationship with the US Region’s most important health systems (IDNs) to achieve the strategic business goals and objectives identified by the customer and BD to derive mutual value. The SCVP will represent the BD Enterprise portfolio and lead a multi- functional team consisting of Sales Leadership, Business Unit (BU) National Account Managers (NAM), Health Systems Vice Presidents (GPOs), Medication Solutions Architects (MSA-MMS), Molecular Solutions Architects (MSA-DS), Solutions & Services Consultants, Supply Chain Account Executive (SCAE), Distribution Vice Presidents, Marketing, Medical Consultant, Legal, Quality & HEOR to ensure BD sales growth, account penetration and profitability targets are achieved. Primary responsibilities include developing and executing the Strategic Planning Process for each IDN, tracking progress against key metrics and leaderships of the account team across the BD matrix. In specific IDNs, a Strategic Customer Director (SCD) will support the SCVP and will have dotted line reporting responsibility to the SCVP. The SCVP will report directly to the Group Vice President (GVP), Strategic Customer Group, and IDNs.

Job Description

Job Responsibilities

Overall Corporate Relationship & Outcome Management

  • As the primary point of coordination for the region’s most important IDNs, the SCVP will be responsible for utilizing the Strategic Planning Process (SPP) to lead development of the account strategy in collaboration with the BD Business Units. This includes managing the development, execution, measurement and communication (internally and externally) of the SPP; The SPP should be updated in BD Elevate on a routine basis

  • The SCVP is responsible for influencing and cultivating relationships with key leaders at the C suite level, development of executive sponsorship for key initiatives, and overall account management to create partnerships that result in achieving mutual success; the SCVP will focus on the corporate level relationships and key influential personnel including committee leads; the SCD and or BU NAMs / Sales leaders will be responsible for executing within the regional structure of the IDN

  • In addition, the SCVP is responsible for engaging and aligning the appropriate internal resources necessary to execute on the SPP and assist in prioritization of work

  • The SCVP will provide leadership to ensure delivery of customer value and achievement of mutual expectations through recurring business reviews, managing across the customer lifecycle, incorporating the BD way of selling and the sales process with the account team

  • Along with the BD team, the SCVP will identify opportunities to retain and grow revenue across the BD portfolio that results in profitable growth for the US Region; this includes forecasting and funnel management

  • The SCVP will also provide consistent leadership for the BD account team through collaboration, clarity of direction and routine communication

Market /Customer Knowledge

  • Demonstrates understanding of the health care environment, Health Care Reform, key market segments, and industry market trends as well as regional and local trends

  • Builds and leverages a strong understanding of customer strategic imperatives and aligns BD Value Offers, competencies, and market team execution which solves the customers’ most pressing problems.

  • Understands and navigates complexities associated with legal, compliance and contracting language.

  • Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities and acts as a VOC for internal resources

  • Provides accurate and complete SPP presentations that demonstrate extensive knowledge of the customer structure, decision making process, performance metrics and key personnel

Strategic Account & Opportunity Planning

  • The SCVP is responsible leveraging the Strategic Planning Process to develop an enterprise wide strategy, while coordinating system level execution of the strategy. The SCVP also provides direction and guidance to the SCD defining their role and accountability in the execution and value measurement of the SPP; Where a SCD is not assigned, the SCVP will provide the BU NAM and Sales leadership guidance and direction on the roles and responsibilities (RACI) around strategic alignment, execution and value measurement

  • Engages the customer, BD Business Units, and key Functions in the strategic planning process and leads execution to achieve enterprise wide goals.

  • Delivers integrated business strategies and value offers with customers (clinicians and other critical decision makers) and across BD Business Units and functions including Contracting, Legal, Supply Chain, Marketing, HEOR, Quality, Medical, etc. to achieve business objectives. A key responsibility is engaging the right resources to enable the achievement of the established goals based upon customer behavior

  • Defining opportunities utilizing the BD way of selling, funnel management, sales process in conjunction with other sales leaders and internal resources

  • Development of routine customer business reviews and action planning that span the BD enterprise portfolio

Multi-functional Account Team Leadership

  • Leads and develops team culture that results in high performance teams that are aligned and accountable for achieving metrics identified in the SPP

  • Utilization of the SCD to enable the execution and project management of key initiatives in appropriate accounts; where an SCD is not assigned, BU NAMs and sales leadership are responsible for execution and project management of key initiatives

  • Manages and sets priorities while effectively resolving conflicts.

  • Holds Account Team accountable for the execution of the SPP and achievement of both quantifiable and qualify-able metrics.

  • Executes on revenue synergy forecast to meet financial targets in agreed upon timeline

Joint Solutions Development, Co –Creation & Negotiations:

  • Utilizes Value Offers to solve customer business issues in conjunction with account team resources aimed at enhancing customer performance, optimizing processes and / or enhancing executive level relationships; Collaborates with SCG marketing to define Statement of Work (SOW), project plan and implementation schedule when an SCD is not assigned

  • Negotiates effectively with customer on contracting, priorities, execution, timelines, progress and measures

  • Creates dashboards to measure success of relationship jointly with the customer

  • Develops and represents business case for approvals to unique offerings utilizing the governance councils

Demonstrated Job Competencies

  • Spanning Boundaries (enterprise thinking)

  • Thinks strategically

  • Matrix Leadership

  • Teamwork and Collaboration

  • Identify and analyze business opportunities

  • Influences others (influence without authority)

  • Applying business and financial acumen

  • Drive and deliver results

  • Negotiates effectively

  • High Impact Delivery/Presentation

  • Collaboration & Team development

Required Education and Experience

  • Bachelor degree required, graduate degree preferred

  • Minimum 7+ years progressively responsible sales leadership experience

  • Minimum 5 years of large account management/IDN experience

  • Experience in sales management and/or marketing or other relevant functional leadership position including managing direct reports

  • Successful selling experience in healthcare capital equipment and/or healthcare IT required

  • Proven ability to engage, build relationships and close in the C-suite

  • Solution and consultative selling experience required

  • Health care industry sales and/or marketing experience

  • Complex matrix organizational experience

  • Demonstrated ability to lead complex contract negotiations

  • Strategic Planning & Execution experience

  • Influencing people without authority

  • Ability to travel 25% of time

Primary Work LocationUSA NJ - Franklin Lakes

Additional Locations

Work Shift

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