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BD (Becton, Dickinson and Company) Senior Marketing Director, Value Creation and Capture in Franklin Lakes, New Jersey

Job Description SummaryThe Sr.Director, Value Creation and Capture role is the pivotal marketing role in the US Region that drives creation of solutions (integrated combination of products, services and informatics) and generate incremental value for our top customers while improving their experience with BD. The Director, Value Creation and Capture is accountable for defining, launching and building profitable, value-based solutions that transform the delivery and management of healthcare for patients and HCPs. This leader will partner with Marketing, Medical Affairs, HEOR, Pricing, Digital and other cross-functional leads to ensure our value-based solutions impact the clinical, operational and economic needs of each target audience. This leader also owns the value creation process across the enterprise from solutions development, to GTM and commercial scalability, sustainability and repeatability. The Director, Value Creation and Capture role will be responsible for identifying customer-centric, revenue-generating solutions that are supported by evidence that demonstrates the value of each solution. Deep expertise in market segmentation, value-based solutions creation and contracting, actualizing deep customer insights, and strong commercial execution expertise are required.

Job Description

The Sr. Director, Value Creation and Capture leader will be an instrumental liaison and key collaborator across BD’s business units (BU). The US Region Marketing Organization will work hand-in-hand with our customers, BU Marketing partners and other key stakeholders to create incremental enterprise value that increases operational efficiencies, reduces healthcare costs and demonstrates clinical value for our top customers. The mission of the US Region Marketing Organization is to improve the quality of healthcare solutions through better awareness, identification, diagnosis, treatment, monitoring, and management of their conditions. The Director, Value Creation and Capture role is created to improve our win rate, improve our profitability and reduce the risk we take on in every deal. It is viewed as a key differentiator to our ability to compete in an increasingly complex market with more sophisticated buyers and stronger competition.

As the US Region Value Creation and Capture leader, this individual will:

  • Execute short and long-term value creation strategies that link to organizational objectives and ensure sustainable YoY growth for top customers and the enterprise (i.e. increased customer win rates, share of wallet, market share, etc.)

  • Identify enterprise opportunities across BUs for new market positioning and pricing of products, services and solutions that address customer needs while delivering sustainable clinical, operational and economic value

  • Scan across BUs for incremental strategic growth and innovation opportunities, internally and externally, with special emphasis on white space opportunities to be executed across multiple markets and SOC

  • Create an enterprise wide portfolio of value-based initiatives that will produce profitable business results, both short and long term, and ensure integration with enterprise, market and brand objectives

  • Partner with clinical and medical teams as well as HEOR to ensure value based GTM offers are supported by compelling evidence

  • Collaborate with BU Marketers and cross-functional teams to provide insights to inform key business decisions

  • Partner with Pricing & Analytics team members to develop solutions-based contracts that incorporate products, services, informatics and other differentiated portfolio components intended to drive value

  • Generate insights from multiple market research & data sources and translate recommendations into action for relevant stakeholders across BD

  • Implement innovative digital solutions that support value offers and that drive desired target audience behaviors

  • Develop and execute demonstration models, business cases, and pilots that capture and deliver value to our top customers and the BD enterprise

  • Articulate and socialize the future state customer experience through value-based roadmaps, diagrams, service blueprints and other primary experience mapping tools that demonstrate how BD will successfully address customer needs and desires while improving their experience

  • Evangelize the importance of value creation and capture processes to drive timely decisions, conflict resolution, and incremental, tangible customer impact

  • Define goals and metrics that support the value creation and capture process and leverage insights from these metrics to inform data-driven decision making

  • Recruit, retain and develop a high performing, results-oriented, customer-first team that drives tangible, measurable and sustainable impact and value

Supervisory/Management Responsibilities

  • Manages team of 1-6 marketing and clinical professional in order to achieve results

Fiscal Responsibilities

  • No direct P&L accountability, but ability to develop financial models to assess impact

EXPERIENCE & EDUCATION:

  • Bachelor’s degree with emphasis in marketing / commercial execution excellence; MBA or MS preferred

  • 10+ years of relevant multifunctional roles experience in healthcare, life sciences, medical device with 5 or more years in commercial execution roles

  • Lean Certification a strong plus

  • Digital Marketing a strong plus

  • Value Based Pricing a strong plus

  • Experience establishing and leading in a complex, matrixed B2B / services ecosystem / environment

  • Financial acumen and experience developing models to assess impact and ROI of value-based strategies

KNOWLEDGE, SKILLS AND ABILITIES:

  • Strong knowledge of business finance, marketing management, and sales in pre and post-Acute settings

  • Proven track record of people development, accomplishments and importing/exporting of talent

  • Strong analytical and strategic thinking skills; ability to interpret and synthesize large amounts of data from multiple sources into meaningful, action-oriented recommendations, with proven track record of creativity in problem solving and customer needs resolution

  • Strong customer-facing skills at senior management level from needs identification to delivering executive business case presentation. Ability to lead and effectively collaborate across multiple marketing and sales organizations.

  • Process oriented to seek details and data to quantify impact of continuous improvement for customer operational performance

  • Expert knowledge of hospital-based challenges (e.g. industry quality metrics), and IDN and GPOs

  • Experience in company workgroups and management team forums to develop new methodology, tools, and company policies

  • Knowledge of P&L forecast elaboration and analysis

  • Exceptional communication skills; develop and sustain close working relationships with key stakeholders. Ability to challenge and defend recommendations and the implications of them to all levels of the organization

  • Results oriented; ability to design scalable solutions to address business questions and/or challenges; self-motivated and organized to successfully complete high-quality work projects on time; attentive to details

  • Manage a high volume of projects simultaneously and maintain high quality deliverables in sometime ambiguous business environments

  • Ability to work across boundaries and partner with various stakeholders to build consensus and achieve business results

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, 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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