BD (Becton, Dickinson and Company) Group Vice President, IDN West in Franklin Lakes, New Jersey
Job Description Summary
JOB TITLE: Group Vice President, US Region IDN Team
REPORTS TO: US Region, Head of Strategic IDNs
Job Group : 7
LOCATION: FLKS- Remote
% Travel Required: 50%
SUMMARY JOB DESCRIPTION:
The Group Vice President, US Region IDN Team is responsible for leading the development and execution of targeted, strategic account plans for the Top 95 Strategic IDNs in the US Region to ensure the achievement of revenue, profit and other related long-term growth objectives. The role directly manages a team of 8-10 Strategic Customer Vice President’s and is jointly accountable with the Business Unit sales teams to deliver over $2 billion of annual sales.
Strategy and Execution
Drive US Market Sales Growth (Driving US Sales Growth)
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.
Strategic and Business Planning
Lead the team of Strategic Customer Vice Presidents to develop growth strategies, objectives, and set performance standards and targets for IDNs. Analyze economic, social, technical, legal and other data or trends for integration into strategic plans.
Lead, formulate and implement strategies and plans to achieve financial, sales, and organization goals to ensure continuous growth and profitability at the IDN level and US Region level.
Assist VP/GM US Region in the preparation budgets, reports and forecasts and ensure timely monitoring and corrective actions take place.
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 C suites and executives at the Top 95 Strategic IDNs
Influence and cultivate relationships with key opinion leaders at the C-suite level 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
Nurture and develop an effective and highly motivated US Regional strategic customer group to ensure a significant pool of competent leadership.
Establish, reinforce and support a high-performance sales culture; model accountability, coaching, and commitment to associate development and teamwork; develop trust through ethical and consistent behaviors.
Building Compliant Business
Embrace and communicate the BD Core values.
Ensure all activities of the business comply with relevant Acts, legal demands and ethical standards.
- Lead team of 9-13 Strategic Customer VPs
- Manage budget and align decisions to P&L profitability
EXPERIENCE & EDUCATION:
Bachelor’s degree required; graduate degree preferred
Minimum 7+ years progressively responsible sales leadership experience
Minimum 7+ years of large account management/IDN experience
Demonstrated experience achieving revenue and profitability budgets
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
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 IDN environment along with strong knowledge of US healthcare industry, while demonstrating the following capabilities:
Spanning Boundaries (enterprise thinking)
Teamwork and Collaboration
Identify and analyze business opportunities
Influences others (influence without authority)
Applying business and financial acumen
Drive and deliver results
High Impact Delivery/Presentation
THE ABOVE STATEMENTS ARE INTENDED TO DESCRIBE THE GENERAL NATURE AND LEVEL OF WORK BEING PERFORMED BY ASSOCIATES ASSIGNED TO THIS POSITION. THIS JOB DESCRIPTION IS NOT INTENDED TO BE AN EXHAUSTIVE LIST OF ALL RESPONSIBILITIES, DUTIES AND SKILLS REQUIRED OF ASSOCIATES SO CLASSIFIED. I ACKNOWLEDGE MY UNDERSTANDING AND AGREEMENT WITH THE ABOVE JOB DESCRIPTION.
Primary Work Location
USA NJ - Franklin Lakes
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.