Point of Care, VP of Sales- BD Diagnostic Solutions at Becton Dickinson NA in Sparks, Maryland

Job Description:

Job Description Summary




Job Description


We are the makers of possible



BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it's no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities.


We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you'll be supported to learn, grow and become your best self. Become a maker of possible with us.



Point of Care, VP of Sales- BD Diagnostic Solutions



The Point of Care (POC) diagnostics market is rapidly changing and evolving as technology advances to address key customer needs closer to the patient with faster time to results and easy to use systems that can be utilized in Urgent Care, Physician's offices, hospitals, IDN's, and Retail markets. The BD Diagnostics Sales team is seeking an experienced and focused Sales Leader to continue sales growth in the POC space with the unique opportunity to have high executive level visibility through the management of the contracted POC Field Sales team (10 Field Sales Representatives) with dotted line reporting of the Inside Sales POC team (RBM + 19 DS Inside Sales) and connection to the national accounts team.


The Director Sales is responsible for accelerating growth, improving BD loyalty, and advancing our customer relationship in target segments, inclusive of regional and national accounts to drive BD POC platform sales. This sales leader will lead a team of sales employees who drive product sales to new and existing customers in the non-acute and acute (ED) markets. The leader will manage and coach sales employees in account management, business development, and territory management using BD's sales processes and tools. In this customer facing role, the POC Sales Leader will collaborate and drive the business across all sales teams, inclusive of inside, field sales, the distribution channel, and the strategic national accounts team. They will build strong customer relationships to optimize the customer experience across end-user and channel teams, create stronger customer loyalty and allow BD to retain more business and drive share growth in the dynamic space of Point of Care diagnostics.



Job Responsibilities:



Sales Management/Financial

• Responsible to drive the company's revenue and profit growth, ensuring the attainment of the Region's overall financial goals for POC and supported assays.


• Lead, manage, coach, mentor, support and develop a team of POC inside and field sales representatives driving BDWOS excellence practices and skills development.

• Creates plans and strategies for developing business to achieve assigned sales goals, including partnering with the US and WW Marketing organization, channel team, national accounts team as well as the Strategic Customer Group to proactively identify opportunities to capture market share/market growth.


• Partner with Inside Sales, sales contract teams and direct sales organization in account strategies and driving revenue for assays.


• Partner with cross-functional BD teams and external partners to address current and evolving customer needs in connectivity.

Operational Effectiveness

• Leads executive reporting and sales strategy discussions for POC franchise with senior BD leadership.


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


• Provide strategic recommendations for improving the overall productivity of the sales teams.


• Ensure consistent implementation of key sales management processes such as:
  
  
  
  
  • Sales Funnel Management
  
  
  • Sales Call Reporting and CRM management
  
  
  
  


• Owns the management of the contract field sales team (SF4H) operations and integration of their performance metrics into a BD overall view of sales success.


• Collaborate with the S trategic Customer Group and Channel teams to drive POC sales and associated product pull-through.


• Negotiates effectively on contracting, priorities, timelines, progress, and measures.


• Leverages dashboards to measure customer and business success. If specific dashboards need to be created and or modified, partners with applicable support to ensure dashboards are meeting the needs of the business.


• Holds teams accountable to business plan and success metrics including contract field team per the existing agreement.

Customer and Market

• Partner with the platform and marketing team to monitor customer, market and competitor activity, providing feedback and strategic recommendations to the company's leadership team, POC Business Leadership, the Strategic Customer Group and other key stakeholders.


• Play a key role in negotiating Terms & Conditions of contracts with strategic customers.

EXPERIENCE:



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

• Strong track record of business success/driving results


• Experience in account management and collaboration with C suite and key stakeholders


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


• Demonstrated understanding of the POC market, non-acute segment customer journey


• Demonstrated experience in successfully developing, leading, and executing Joint Business Plans


• Demonstrated effective leadership of a "matrix" team


• Demonstrated ability to negotiate complex sales agreements


• Drives results and proactively implements solutions to meet customer expectations


• Ability to think strategically and quickly across complex portfolios and changing customer needs across Diagnostics solutions


• Experience in sales to include consultative and solution selling


• Strong financial and analytical skills and market trending

Required Education and Experience

• Bachelor's degree required; graduate degree preferred.


• Minimum 10+ years of progressively responsible sales experience


• People management experience preferred


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


• Proven ability to engage, build relationships and close in the C-suite


• Solution and consultative selling experience required


• Complex matrix organizational experience


• Experience in successfully developing joint business plans


• Ability to travel 50% of time

Demonstrated Job Competencies

• Strategic Thinking


• Building of High-Performance teams


• Global and Company Mindset


• Execution


• High Impact Delivery/Presentation


• Strong Process, Planning, Forecasting, and Negotiation Skills Required


• Strong knowledge of Microsoft Office


• Excellent written and verbal communication skill

Click on Apply if this sounds like you!





Why Join Us?



A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day.


You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization's investment in BD University, you will continually level up your tech skills and expertise.


To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you'll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place.

To learn more about BD visit https://bd.com/careers



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.



Primary Work Location

USA MD - Sparks - 7 Loveton Circle



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