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BD (Becton, Dickinson and Company) Group Vice President –Government (Federal and State) (Remote) in Franklin Lakes, New Jersey

Job Description Summary

The Group Vice President, Government is responsible for overall ONE BD Government strategy, commercial distribution, contracting, innovation and customer experience. This Group VP role leads the development and execution of targeted, strategic account plans for the Federal & State Government Customers in the US Region. The key outcomes and success factors are achieving incremental revenue, growing profitably (Margin$), driving innovation partnerships across the BU’s, and ensuring contracting is done in a compliant and with high integrity.

The role directly manages a team of Strategic Customer Vice Presidents and the Government Contracting Group and is jointly accountable with the Business Unit sales teams to deliver financial performance and ensure all compliance matters. Key partners are BU VP GM’s, Public Policy, Compliance/Legal, and SCG.

Job Description

The Group Vice President, Government is responsible for overall ONE BD Government strategy, commercial distribution, contracting, innovation and customer experience. This Group VP role leads the development and execution of targeted, strategic account plans for the Federal & State Government Customers in the US Region. The key outcomes and success factors are achieving incremental revenue, growing profitably (Margin$), driving innovation partnerships across the BU’s, and ensuring contracting is done in a compliant and with high integrity.

The role directly manages a team of Strategic Customer Vice Presidents and the Government Contracting Group and is jointly accountable with the Business Unit sales teams to deliver financial performance and ensure all compliance matters. Key partners are BU VP GM’s, Public Policy, Compliance/Legal, and SCG.

RESPONSIBILITIES:

Strategy and Execution

  • Drive US Market Sales and Profitable Growth (Driving US Sales Growth)

  • Drive a ONE BD Government approach across State and Federal customers

  • Drive a ONE BD approach in partnership with a Strong Team of BU Leaders, Public Policy, Compliance, Contracting, BU sales, SCG, and other teammates

  • Establish growth strategies and formulate and implement short-term and medium-term plans and programs to achieve growth objectives.

  • Leverage technology, supply chain and distribution channels to optimize growth.

  • Assure optimized sales force execution and account management to optimize growth and penetration.

  • Bring forward the value and relevance of BD's integrated solution offerings; developing and presenting comprehensive solutions that align with customer and business needs to optimize growth and penetration.

  • Ensure market research is used as appropriate, to understand customer needs and market opportunities.

  • Align growth strategies with multi-functional operations support

  • Design, monitor and establish controls on Contracting Compliance

  • Liaise with BU Government and Public Policy groups to inform, collaborate and develop BD enterprise Government commercial strategy

Strategic and Business Planning

  • Lead the team of Strategic Customer Vice Presidents to develop growth strategies, objectives, and set performance standards and targets for Government accounts.

  • Analyze economic, social, technical, legal and other data or trends for integration into strategic plans, driving innovation programs and partnerships

  • Lead, formulate and implement strategies and plans to achieve financial, sales, and organization goals to ensure continuous growth and profitability within Government accounts.

  • Assist VP/GM SCG in the preparation budgets, reports and forecasts and ensure timely monitoring and corrective actions take place.

Customer Centricity

  • Lead the BU National Account connections to ensure Key Account Management standards are driven for State and Federal customers to ensure stakeholder mapping, RACI and an improved customer experience is created

  • Develop distinctive strategies to achieve and sustain competitive advantage; anticipate risk and trends and devise contingency plans accordingly.

  • Establish and maintain a strong competitive position through strategic and tactical identification of business opportunities.

  • Develop, maintain and establish strong relationships with key Government stakeholders

  • Influence and cultivate relationships with key executives/leaders in order to create partnerships that result in win-win solutions.

  • Foster a customer-centric and externally focused organization by bringing the "voice of the customer" into the organization.

Building Organization Capabilities

  • Build and Evolve a ONE BD organizational structure supporting government commercial and contracting needs to drive sales, profit, innovation, contracting and compliance

  • Lead and develop an effective and highly motivated US Regional strategic customer VPs

  • Support and enable a high-performing Government Contracting team linked to key business initiatives

  • Embrace and communicate the BD Core values.

  • Ensure all activities of the business comply with relevant Acts, legal demands and ethical standards.

Fiscal Responsibilities

  • Manage budget and align decisions to P&L profitability

EXPERIENCE & EDUCATION:

  • Bachelor’s degree required; graduate degree preferred

  • Minimum 10+ years progressively responsible sales leadership experience

  • Minimum 10+ years of account management in Government accounts

  • Demonstrated experience achieving revenue and profitability budgets

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

  • Solution and consultative selling experience required

  • Health care industry sales and/or marketing experience

  • Complex matrix organizational experience

  • Experience working at the C suite of health systems

  • Experience in successfully developing joint business plans

  • Influencing people without authority

  • Ability to travel 50% of time

KNOWLEDGE, SKILLS AND ABILITIES:

This role requires extensive experience working in an Government environment, including procurement, along with strong knowledge of US healthcare industry, while demonstrating the following capabilities:

  • Customer Experience leadership

  • Change Management

  • Leadership Development – developing next generation of leaders in government

  • Financial Acumen / GM mindset

  • 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

Primary Work Location

USA 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, or any other protected status.

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

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