Strategic Customer Vice President

Becton Dickinson Medical Devices•Vernon Hills, IL

About The Position

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. Job Purpose: The Strategic Customer Vice President (SCVP) is the primary point of coordination for managing the entire customer lifecycle and success of the BD relationship with the US Region’s most important health systems (IDNs). This role is responsible for overseeing strategic relationships with enterprise healthcare customers, aligning on clinical, financial, and operational objectives, and driving the execution of key initiatives that support improved patient outcomes, customer success, and long-term business growth for BD. Reporting to the IDN Vice President, Strategic Customer Group, IDNs, the Strategic Customer Vice President represents the BD Enterprise portfolio and leads a multi-functional BD team consisting of Sales Leadership, GPO Leadership, Directors of National Accounts, Supply Chain/Distribution, Customer Care, Marketing, Medical Affairs, R&D, and Clinical Transformation to achieve the strategic business goals and objectives identified by the customer and BD to derive mutual value. Profile and Essential Responsibilities/Skills: Customer and Market – As the primary point of leadership for the region’s top strategic accounts, the Strategic Customer Vice President is responsible to set and lead customer strategy across BD. The SCVP has responsibility for setting system-level strategy and coordinating system level execution of the strategy while leading the joint business planning process. Create short- and long-term strategy based on anticipated internal / external trends and new ways of thinking to ensure BD long-term success. Cultivate and influence relationships with key customer executives and stakeholders. Coordinate BD commercial account teams and functional resources to ensure value delivery aligned with strategic customer imperatives. Facilitate commercial, operational, innovation, and strategic engagements between BD and top strategic customers to effectively manage the BD Enterprise and customer relationship. Monitor customer, market, and competitor activity, providing feedback and strategic recommendations to BD businesses, company, and relevant functional leadership teams. Demonstrate understanding of the health care environment, key market segments, and industry market trends. Build and leverage strong understanding of customer business models to connect BD competencies with customer needs. Understand and navigate complexities associated with legal, compliance and contracting language. Actively engage in industry associations and meetings to acquire knowledge and identify relevant business opportunities. Develop and facilitate 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 aligned business objectives. Commercial and Financial Leadership – The Strategic Customer Vice President is accountable for developing and executing strategic account business plans and tracking progress against key metrics which include business growth, profitability, customer goal alignment, and customer satisfaction and loyalty. Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of overall BD enterprise goals. Manage to the BD enterprise customer budget, driving financial growth and profitability for US Region and all business units. Hold Customer Account Team accountable to business plan and success metrics. Ensures results are achieved by aligning resources, removing obstacles, effectively communicating a sense of urgency, and motivating others to work together. Commercial Excellence - The Strategic Customer Vice President ensures high-quality and consistent execution across BD sales and support functions to enhance customer experience and deliver on BD goals. Lead change management by building organizational understanding, aligning multifunctional account teams and effectively implementing BD strategy. Create account strategies in support of performance management programs required to ensure success as defined by increased revenue growth, increased market share, and strong margins. Review pipeline funnel regularly through scheduled strategic account team cadence calls to ensure alignment on key opportunities, provide cross-functional collaboration and drive sustained commercial excellence. Organizational Agility and Leadership – The Strategic Customer Vice President collaborates with the BD business units and functional leadership across the organization to execute on BD strategies. Partner proactively with the Business Unit platform and functional leaders in executing the BU’s growth strategies. Coordinate with US Region leadership and functional teams, including innovation, ESG, and government affairs, to enhance communication and collaboration with our strategic customers. Coach, mentor, and raise the strategic account team’s ability to deliver and exceed expectations while supporting opportunities for succession talent. Talent Leadership and Organizational Development – The Strategic Customer Vice President fosters a high-performance culture aligned with BD's goals and values by managing priorities, leveraging cross-functional relationships, and building capabilities for strategic account teams. Creates and sustains a culture of high performance and achievement of BD and customer goals, aligning with The BD Way. Leverages effective working relationships across functions to guide the strategic account team's success and serves as an ambassador for the Strategic Customer Group and US Region. Works in conjunction with business units to build the capabilities required for the strategic account team to deliver on the business strategy in both the short and long term. Engages key talent and provides constructive feedback to support development and building of management talent pool. Leverages knowledge to lead teams in quickly adapting to ambiguous situations and maintains engagement levels to deliver change. Engages and supports the Talent Review process to identify, coach, mentor, and provide development opportunities for BD’s future leaders. Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources. Compliance Ensure compliance with all local, state, federal and BD regulations/policies/ procedures. Ensure compliance with all local BD quality policies / procedures / practices through consistent application of sound Quality Assurance principles.

Requirements

Bachelor’s degree required; graduate degree preferred.
Minimum 7+ years of progressively responsible leadership experience, with preferred experience managing second-line leaders.
At least 5 years of large account management and IDN experience, with proven success in driving results within the healthcare industry.
Strong track record in sales management, marketing, or other relevant functional leadership roles.
Demonstrated expertise in developing and executing joint business plans, including leading cross-functional, matrix teams.
Extensive experience in account management, collaborating effectively with customer executives and key influencers (both clinical and business).
Proven ability to negotiate complex sales agreements and deliver customized solutions that meet customer expectations.
Expertise in strategic thinking across a complex portfolio, with a focus on proactive planning, forecasting, and funnel management.
Exceptional communication, influencing, and presentation skills, with the ability to engage and build relationships at the executive level.
Demonstrated adaptability and leadership in ambiguous environments, with a strong drive to embrace change and seize new opportunities.
Solution-based consultative selling experience, with a focus on driving commercial excellence.
Solid understanding of the US healthcare industry and Health Care Information Technology (HIT), with strong financial and analytical skills.
Ability to travel 25% of time.

Responsibilities

Customer and Market – As the primary point of leadership for the region’s top strategic accounts, the Strategic Customer Vice President is responsible to set and lead customer strategy across BD.
The SCVP has responsibility for setting system-level strategy and coordinating system level execution of the strategy while leading the joint business planning process.
Create short- and long-term strategy based on anticipated internal / external trends and new ways of thinking to ensure BD long-term success.
Cultivate and influence relationships with key customer executives and stakeholders.
Coordinate BD commercial account teams and functional resources to ensure value delivery aligned with strategic customer imperatives.
Facilitate commercial, operational, innovation, and strategic engagements between BD and top strategic customers to effectively manage the BD Enterprise and customer relationship.
Monitor customer, market, and competitor activity, providing feedback and strategic recommendations to BD businesses, company, and relevant functional leadership teams.
Demonstrate understanding of the health care environment, key market segments, and industry market trends.
Build and leverage strong understanding of customer business models to connect BD competencies with customer needs.
Understand and navigate complexities associated with legal, compliance and contracting language.
Actively engage in industry associations and meetings to acquire knowledge and identify relevant business opportunities.
Develop and facilitate 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 aligned business objectives.
Commercial and Financial Leadership – The Strategic Customer Vice President is accountable for developing and executing strategic account business plans and tracking progress against key metrics which include business growth, profitability, customer goal alignment, and customer satisfaction and loyalty.
Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of overall BD enterprise goals.
Manage to the BD enterprise customer budget, driving financial growth and profitability for US Region and all business units.
Hold Customer Account Team accountable to business plan and success metrics.
Ensures results are achieved by aligning resources, removing obstacles, effectively communicating a sense of urgency, and motivating others to work together.
Commercial Excellence - The Strategic Customer Vice President ensures high-quality and consistent execution across BD sales and support functions to enhance customer experience and deliver on BD goals.
Lead change management by building organizational understanding, aligning multifunctional account teams and effectively implementing BD strategy.
Create account strategies in support of performance management programs required to ensure success as defined by increased revenue growth, increased market share, and strong margins.
Review pipeline funnel regularly through scheduled strategic account team cadence calls to ensure alignment on key opportunities, provide cross-functional collaboration and drive sustained commercial excellence.
Organizational Agility and Leadership – The Strategic Customer Vice President collaborates with the BD business units and functional leadership across the organization to execute on BD strategies.
Partner proactively with the Business Unit platform and functional leaders in executing the BU’s growth strategies.
Coordinate with US Region leadership and functional teams, including innovation, ESG, and government affairs, to enhance communication and collaboration with our strategic customers.
Coach, mentor, and raise the strategic account team’s ability to deliver and exceed expectations while supporting opportunities for succession talent.
Talent Leadership and Organizational Development – The Strategic Customer Vice President fosters a high-performance culture aligned with BD's goals and values by managing priorities, leveraging cross-functional relationships, and building capabilities for strategic account teams.
Creates and sustains a culture of high performance and achievement of BD and customer goals, aligning with The BD Way.
Leverages effective working relationships across functions to guide the strategic account team's success and serves as an ambassador for the Strategic Customer Group and US Region.
Works in conjunction with business units to build the capabilities required for the strategic account team to deliver on the business strategy in both the short and long term.
Engages key talent and provides constructive feedback to support development and building of management talent pool.
Leverages knowledge to lead teams in quickly adapting to ambiguous situations and maintains engagement levels to deliver change.
Engages and supports the Talent Review process to identify, coach, mentor, and provide development opportunities for BD’s future leaders.
Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources.
Ensure compliance with all local, state, federal and BD regulations/policies/ procedures.
Ensure compliance with all local BD quality policies / procedures / practices through consistent application of sound Quality Assurance principles.