Job Overview
This field‑based role reports to the BDIS Surgical Specialties (SS) National Vice President and is an integral partner to the BDIS SS Sales Leadership Team. The position develops and executes the Strategic Plan for the US BDIS SS Pre‑Op team, working closely with Sales, Marketing, and business leadership to support short‑ and long‑term business objectives. The territory includes the central region to the west coast. This role oversees a team of Pre‑Op Account Managers, implementing clinical programs and initiatives that differentiate the BD product portfolio through improved patient outcomes and process enhancements.
The role provides clinical perspective in the go‑to‑market strategy for revenue growth and retention, leads overall management of clinical services and the affiliated budget, and ensures cost containment while meeting business objectives.
Job Responsibilities
Performance
- Implements strategy to achieve regional and national objectives/goals as defined for the Pre‑Op team.
- Provides updates on strategy and execution to Leadership Team.
- Leads special projects, Annual Strategic Review development, and annual capacity and budgeting planning relative to the organization.
- Shares best practices with Marketing, Sales Team, Strategic Customer Group, and Business Platforms.
- Works with the National Vice President, Marketing, and Sales Training to develop strategies in providing effective and efficient conversion management, education, and overall support for the sales team.
- Participates in the development of tools and/or collateral for the advancement of the clinical skills.
- Works with the National Vice President and Area Vice Presidents to foster effective relationships with key vendors and provides both contractual and clinical support.
- Provides conversion management and product implementation support to the overall field sales organization.
- Strategizes with the Leadership Team to improve processes and approaches for conversion management and product implementation.
- Collaborates with Commercial Operations Team to develop and revise marketing materials as appropriate.
- Provides sales support to National Account Managers (DNA’s) in large IDN/GPOs.
- Shares best practices for product conversions and helps to build structure, process & documents.
People/Process
- Works in concert with the Sales Leadership Team to ensure conversion management and product implementation processes are effective throughout the timeline from evaluation/validation to retention.
- Develops a team with focus on customer excellence, servant leadership, and a growth‑mindset.
- Ensures support for the regional team in conversion management, validations, pre‑sales engagements and account strategy.
- Coordinates Pre‑Op Account Manager training, including field rides and all onboarding activities.
- Participates in forums to share best practices with Sales Development, Business Platform, Marketing, and Sales organization.
- Works in collaboration with the National Vice President, sales leadership, Surgical Solutions & Sales Training team in the provision of assessments, product, and process field sales training.
- Facilitates training activities that help increase the clinical acumen for new hires as well as tenured Pre‑Op Account Managers.
- Drives and facilitates the building of a strong bench of clinicians with focus on highest level of expertise for customer service and support.
- Works with RBM’s & leadership team to elevate performance and competencies through coaching and development.
- Drives collaboration, contact sharing, and cross‑functional selling opportunities among Pre‑Op and Intra‑Op sales teams.
- Provides oversight in convention assignments for Pre‑Op Account Managers.
- Other duties as assigned.
Basic Required Qualifications
- Bachelor’s degree in science, business or related concentration.
- Minimum of 5 years’ experience in Sales, Sales Management, Key Account management, and/or Clinical support (medical device experience highly preferred).
- Minimum of 3 years’ experience managing a team, providing coaching, performance management, creating a positive environment, and experience working with clinical teams/organizations.
- Excellent collaborative, cross‑functional, communication and team skills.
- Persuasive and credible; able to influence without authority.
- Ability to travel up to 50% of the time and flexibility with working hours.
- Must possess and maintain a valid state‑issued driver's license and meet BD’s auto safety standards.
- Understands relationship between product offerings and customer healthcare processes.
- Demonstrates problem‑solving and decision‑making ability.
- Presents to customers and internal staff clearly and effectively utilizing adult learning principles.
- Embraces inclusiveness and has ability to work with a variety of personality types.
- Ability to manage multiple customers and strong organizational skills.
- Ability to work independently, with minimal guidance and supervision.
- Ability to prioritize assignments; strong time‑management skills.
- Comprehensive computer skills including Microsoft Word, Excel, PowerPoint and Outlook.
Location: USA IL - Vernon Hills.
Salary: $144,700–$231,500 Base + incentive.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
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