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BD (Becton, Dickinson and Company) Strategic Customer Vice President - Minnesota in Franklin Lakes, New Jersey

Job Description Summary

Purpose:

Reporting to the Group Vice President, Strategic Customer Group, IDNs, the Strategic Customer Vice President (SCVP), will be the primary point of coordination for managing the entire customer lifecycle and success of the relationship with the US Region’s most important health systems (IDNs) in order to achieve the strategic business goals and objectives identified by the customer and BD to derive mutual value. The SCVP will represent the BD Enterprise portfolio and lead a multi- functional team consisting of Sales Leadership, Health Systems, Enterprise Solutions Architects, Director of Corporate Accounts, Solutions & Services, Supply Chain/Distribution, Marketing, Medical & HEOR to ensure BD sales growth market share and profitability targets are achieved. This role is accountable for developing and executing strategic account business plans, and for tracking progress against key metrics which include business growth, customer satisfaction/loyalty & team leadership.

Job Description

Job Responsibilities

Overall Corporate Relationship & Outcome Management

  • As the primary point of leadership for the region’s most important accounts, the SCVP will be responsible for setting the account strategy and planning and will conduct account business reviews.

  • Responsible for influencing and cultivating relationships with key opinion leaders at the C suite level, in order to create partnerships that result in win-win solutions

  • Responsible for engaging the appropriate internal resources necessary to execute the account business plan.

  • Ensure delivery of customer value and expectations through recurring business reviews managing across the customer lifecycle

  • Develop and manage appropriate executive relationships to leverage and support strategy

  • Drive financial growth for US Region and business unit

  • Lead the BD account team through collaboration and clarity of direction

Market /Customer Knowledge

  • Demonstrates understanding of the health care environment, Health Care Reform, key market segments, and industry market trends

  • Builds and leverages strong understanding of customer business models to connect BU competencies with customer needs

  • Understands and navigates complexities associated with legal, compliance and contracting language.

  • Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities

  • Develops a thorough knowledge and understanding of customer needs and characteristics engages multifunctional resources to effectively manage the relationship

Strategic Account & Opportunity Planning

  • The SCVP has responsibility for setting system-level strategy, and coordinating system level execution of the strategy while leading the joint business planning process

  • Engages the customer and BD Business Units and key Functions in the joint business planning process and leads execution to achieve enterprise wide goals.

  • Delivers integrated business strategies with customers (clinicians and other critical decision makers) and across BD Business Units and functions including Contracting, Legal, Supply Chain, Marketing, HEOR, Medical, etc. to achieve business objectives.

  • Working closely with the Regional Sales Leader and other key support functions (ie. marketing, contracting, supply chain HEOR, Solutions & Services) to develop & execute joint business plan to ensure customer needs are addressed and opportunities are prioritized, appropriately

  • Prepares & leads quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the BD account team /business units

Multifunctional Account Team Leadership

  • Leads and develops team culture that results in high performance and achievement of BD and customer goals

  • Manages and sets priorities while effectively resolving conflicts.

  • Hold Account Team accountable to business plan and success metrics.

Joint Solutions Development, Co –Creation & Negotiations:

  • Provides solutions which solve customer business issues in conjunction with account team resources

  • Negotiates effectively with customer on contracting, priorities, timelines, progress and measures

  • Creates dashboards to measure success of relationship jointly with the customer

Experience

This role requires the following qualifications to foster success in the role:

  • Experience working in an IDN environment and strong knowledge of US healthcare industry, including the Affordable Care Act

  • Strong track record of business success/driving results

  • Experience in account management and effective collaboration with C suite and key influencers (clinical & business)

  • Demonstrated understanding of Health Care Information Technology preferred.

  • Demonstrated experience in successfully developing, leading and executing Joint business plans

  • Demonstrated effective leadership of a “matrix” team (associates who do not report directly to the role)

  • Demonstrated ability to negotiate complex sales agreements

  • Drives results and proactively implements value props and customized solutions to meet customer expectations

  • Experience in thinking strategically across complex portfolio

  • Experience in sales management and/or marketing or other relevant functional leadership position

  • Strong financial and analytical skills and market trending

  • Excellent planning, organizing and project management skills (forecasting and funnel management)

  • Excellent communication and influencing skills – verbal, written and presentations

  • Excellence in ambiguity, adapting to change and embracing new opportunities

Demonstrated Job Competencies

  • 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

Required Education and Experience

  • Bachelor’s degree required; graduate degree preferred

  • Minimum 7+ years progressively responsible sales leadership experience

  • Minimum 5 years of large account management/IDN experience

  • 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 25% of time

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

USA MN - Minneapolis Medina Rd

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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