BD (Becton, Dickinson and Company) Jobs

Job Information

BD (Becton, Dickinson and Company) Commercial Excellence Manager BD Biosciences EMEA in Eysins, Switzerland

Job Description Summary

Job Description

Commercial Excellence Manager EMEA – BD Biosciences

Switzerland/Eysins

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’.

Overview

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

  • Competitive Selling

  • 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

  • Strategic Pricing

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.

Responsibilities

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

Pricing

  • 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

Desired Qualifications

  • 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

Additional Locations

Work Shift

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.

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 asc.americas@bd.com

DirectEmployers