BD (Becton, Dickinson and Company) Commercial Excellence Manager BD Biosciences EMEA in Eysins, Switzerland
Job Description Summary
Commercial Excellence Manager EMEA – BD Biosciences
BD is a global medical technology company focused on improving drug therapies, enhancing the quality and speed of diagnosing infectious diseases, and advancing research and discovery of new drugs and vaccines. BD provides an environment which enables our highly talented workforce to be the best at their professions. We are always seeking people who have a passion and commitment to join our Company on its journey to ‘advancing the world of health’.
The Commercial Excellence Manager is responsible for leading the development, implementation, and monitoring of Go to Market Optimization and Commercial Excellence initiatives. That includes strategies, processes, tools and KPIs in BD Biosciences (BDB) related to the following main areas:
BDB 2025 Omni Channel strategy, working hand in hand with the Country Business Leaders (CBLs)
Optimization of Go to Market (GTM) model
Optimization of Commercial Organization set up, productivity and sizing
Sales Force Effectiveness
Commercial growth strategies for specific parts of the portfolio
Development of sales competencies and new commercial capabilities
Work with the CBLs to evolve sales incentive plans scheme
The position will work closely with the Country Business Leaders and Regional Marketing Leaders to optimize the GTM strategy and pricing strategies across the region. A pricing manager position will report into the Commercial Excellence Manager.
Go to Market Optimization
Leads, partnering with the VP/GM and the CBLs, the creation of both short and long-term strategies to address how the GTM strategy should evolve in BDB. That includes new capabilities such as remote selling, inside sales, Strategic Account Management, etc.
Ensures strong governance around BDB’s segmentation, account prioritization and targeting strategies
Strengthens commercial teams’ capabilities on competitive selling & solution selling
Partners with the CBLs to adapt the sales incentive plans to support the GTM strategies
Monitors commercial teams’ productivity and partners with the CBLs to develop and implements strategies to improve it.
Partners, supports, and collaborates with the cross-BD (BDX) Commercial Excellence 2025 key stakeholders
Sales Force Effectiveness
Owns the adoption of the BD Way of Selling and works with regional BDX Sales Force Effectiveness (SFE) network on make available a training strategy that supports commercial excellence
Monitors and reports progress, with focus on process KPIs. Develops corrective actions or continuous improvement programs with line managers at all levels of the commercial organization: first-line sales managers and country business leaders
Articulates and proposes sales process adaptations in support of business strategies.
Leads and supports initiatives on how the CRM system should evolve to support the commercial excellence goals.
Ensure quality data processes are in place to guarantee accurate qualitative metrics can be used and maintained
Provides guidance and training on the BD Way of Selling (best practice sales methodologies) to sales managers, and leaders
Develops and maintains sales tools and enabling technology system (such as CRM) training material for users, both covering system use and business processes – collaborates with other BU trainers. Trains and guides BD Biosciences super users/trainers in the usage of the tool
Is a member of the European BDX SFE group
Works with the Pricing Manager to Accountable on a BDB Pricing strategy roadmap (with short-term and long-term objectives) and establishment of measurable pricing goals for each fiscal year
Acts as a change agent, partnering with stakeholders across the business, to ensure optimal pricing strategies are understood and adopted
Develops, maintains and monitors the product pricing policy. That includes establishing governance, price corridors and processes to ensure regional and local pricing are aligned with global and EMEA BU objectives and BD pricing & profitability expectations and related initiatives (e.g. Pricing Key Driver Goals, New Product Launch plans, etc.)
Works with the Pricing Manager to create value-based pricing strategies and price setting for product launches and other new offerings in cooperation with the relevant marketing, HEOR and country teams
Establish and maintain competitive pricing intelligence information in cooperation with the country teams
Work with regional marketing to identify pricing opportunities, test pricing concepts for market acceptance and gain customer insights into potential areas for value creation through pricing
Skills and Competencies
Successfully lead sales teams, promoted changes in GTM model’s and sales force productivity. Experience in sales and marketing functions with understanding of sales processes and best practices
High level of competency in the core principles of Sales Force Effectiveness
Strong interpersonal skills and demonstrated teamwork skills to collaborate with internal/external customers and communicate at all levels
Ability to establish credibility and influence without authority. Able to deliver results through collaboration and influencing
Very good understanding of customers’ needs, marketplace dynamics, industry trends, and the competitive landscape
Superior analytical and problem-solving orientation & proactive attitude to change processes as needed
Drives change through clear and structured implementation plans.
Ability to formulate clear recommendation based on insights created and sound business judgment, create alignment and ownership of through other LT member
Experience in working in CRM and implementing CRM technology
Experienced in working in diverse multi-country environment
Project management experience, working in cross-functional initiatives, as a differentiation
Self-motivated and resourceful, with proven ability to multi-task and operate successfully under tight deadlines and time pressures
Degree in Business, Finance, Marketing, Economics or related field of study or equivalent related work experience
Strategic business planning experience including pricing management, business governance experience and understanding of financial concepts relevant to business planning
Healthcare industry experience, ideally in Life Sciences or MedTech
Pricing management related experience
Proven track record in influencing Commercial teams to deliver growth through price and profitability management
Fluent in English, written and spoken and preferably another European language
To ensure the safety of our associates, BD supports remote work where possible. This position is based in the listed location, but is temporarily remote-based due to Covid-19. We are continuing to monitor the situation and follow local governmental guidance to advise when is the right time and safe for our associates to return to their BD work location.
It’s a superb, all-round commercial excellence career development role with a world leader in medical devices. So i f this describes you and your aspirations, then please click on the APPLY button.
Interested in a career with BD, but this position doesn’t fit your skills and experience? Join our Talent Pool here: https://emea.jobs.bd.com/#jobs-alerts-wrapper
Primary Work Location
CHE Eysins - Business Park Terre-Bonne
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.