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BD (Becton, Dickinson and Company) IDS National Sales Lead in Winnersh, United Kingdom

Job Description Summary

The UKI National Sales Lead is a newly created leadership role responsible for driving profitable growth through exemplary sales execution, in accordance with IDS EMEA strategies in a dynamic and complex environment.

The successful candidate will be able to input to the design of Go To Market (GTM) models and successfully implement them across a broad range of target segments and product portfolios, spanning transactional high volume consumable sales through to complex Diagnostic Solution based Managed Services.

This will require well developed leadership skills, strong business acumen and strategic thinking capabilities along with the ability to effectively influence and align with key internal and external stakeholders.

The role will suit an experienced manager seeking to expand their leadership and commercial impact.

Job Description

Position

The UKI National Sales Lead is a newly created leadership role responsible for driving profitable growth through exemplary sales execution, in accordance with IDS EMEA strategies in a dynamic and complex environment.

The successful candidate will be able to input to the design of Go To Market (GTM) models and successfully implement them across a broad range of target segments and product portfolios, spanning transactional high volume consumable sales through to complex Diagnostic Solution based Managed Services.

This will require well developed leadership skills, strong business acumen and strategic thinking capabilities along with the ability to effectively influence and align with key internal and external stakeholders.

The role will suit an experienced manager seeking to expand their leadership and commercial impact.

POSITION OVERVIEW

  • Responsible for delivery of the annual sales plan and driving profitable growth across all IDS business platforms (excl Industry) and through multiple sales channels in the UK and Republic of Ireland Hub.

  • Drive sales execution to deliver accelerated growth on Focus products in line with strategy.

  • Lead and develop the IDS UKI Sales organisation comprising approx. 19 individuals organised into Regional Sales teams and Diagnostic Solution Consultant Team. Manage 5 Direct reports which includes People Manager or Hi-Professional commercial Manager at JG4.

  • Member of the IDS UKI Management Team. Expected to support, shape and deploy BD strategy in conjunction with Marketing, Professional Services, Technical Services and BDX Shared Services (MSC, ISS etc)

  • Manage commercial relationship with key National customer organisations including NHS Supply Chain and equivalent in devolved Nations and the HSE in Ireland. Management of distributor channels including ‘Aquilant” in Republic of Ireland. Oversight strategy and sales execution of IDS Inside Sales Team.

  • Maintain and leverage relationships with NHS Pathology Service Directors and NHS England to support long term sustained sales growth and execution of the business strategy.

  • Partner with the BDX Managed Services Commercial Manager to support progression of IDS as ‘microbiology solution provider of choice’ to NHS Pathology Services and established Primary Contractors.

  • Forecasting sales and input into annual budget, quarterly forecast updates and 3-year strategic plans. Provides commentary and insight into sales performance to support monthly business review processes.

  • Reviews, input on and shapes broad range of commercial processes to support efficient and successful execution of sales strategy e.g. pricing, contracts and tendering, sales process, Customer Engagement Models, Implementation, BO management

Required Experience and Education

  • 3 years people leadership experience in a commercial setting

  • 5 years commercial in the IVD Diagnostics industry. Ideally these would be in the fields of Microbiology, Molecular, Blood Sciences and Specimen Management in commercial roles e.g. sales, marketing and support roles.

  • Experience of Pre-Sales, Tendering, Contracting and Implementing with NHS Pathology Services for Capital Equipment, Consumables and Managed Service Contracts

  • Understanding of the NHS purchasing process and healthcare system procurement processes. Sound practical knowledge of commercial terms and conditions of contract

  • Extensive network of senior stakeholder relationships within NHS Pathology Services

  • Proven track record of driving sales success through a sales team.

  • Proficient in Use of SFDC CRM System

  • Experience of various sales channels desirable: Direct (Field & Inside), Digital, Distributors and Sales Agents

  • Educated to degree level or equivalent.

Competencies

Leading a high performing team

  • Lives and demonstrates “The BD Way” in terms of Values, Mindset and Leadership Commitments in all aspect of role performance.

  • Contributes to the vision and communicates it to the team in an engaging way to inspire people with a larger sense of purpose

  • Creates and maintains a ‘high performance’ team culture. Sets ambitious objectives, gets team’s buy-in and holds the team capable / accountable to drive business results.

  • Balances the interests of the customer, the organization, and salespeople to ensure a sustainable business

Developing and growing individuals

  • Servant Leadership: promotes a “Speak-Up” Culture and builds trust. Makes him/herself available for the team to remove obstacles and empower others.

  • Cultivates a Growth Mindset within the sales team. Encourages iteration, prudent risk taking and trying new approaches. Embraces change and sees challenges as an opportunity to grow and improve.

  • Coaches people managers to progress talent development and performance across the wider team. Able to define and close skill gaps.

  • Promotes great sales manager and sales rep behaviours and competitive spirit to consistently deliver priorities

Executing the set strategy

  • Aligns and Simplifies sales activities and Utilises “Debate Decide, Commit and Go” to achieve better outcomes, faster.

  • Creates a sales cadence to plan and prioritize efficiently

  • Leverages sales enablement tools to make better decisions, grow the funnel and increase win-rates.

  • Collaborates internally to leverage the power of BD and BDX. Ability to effectively collaborate widely across both internal BD function and business units and with external stakeholders from customer and supplier entities.

General Management

  • Strong management, organisational and interpersonal skills.

  • Communication: Able to clearly communicate complex information and ideas

  • Strategic Thinking: Ability to analyse complex situations and define and communicate growth strategies

  • Commercial and financial acumen

  • Advanced negotiation skills: to achieve win-win outcomes for BD, 3rd party suppliers and customers.

Primary Work Location

GBR Winnersh - Eskdale Road

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.

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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