We are the people who give possibilities purpose
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.
Job Description
About BD
BD is one of the world's largest pure-play medical technology companies with a Purpose of advancing the world of health by driving innovation across medical essentials, connected care, biopharma systems and interventional. The company supports those on the frontlines of healthcare by developing transformative technologies, services and solutions that optimize clinical operations and improve care for patients. Operating across the globe, with more than 60,000 employees, BD delivers billions of products annually that have a positive impact on global healthcare. By working in close collaboration with customers, BD can help enhance outcomes, lower costs, increase clinical efficiency, improve safety and expand access to healthcare. For more information on BD: www.bd.com X @BDandCo www.LinkedIn.com/company/BD1 Instagram @becton_dickinson
Highlights on BD:
FY 2025 revenue $21.8B
34+B devices made annually
190+ countries served
$1B+ annual R&D investment and five global enterprise R&D Centers of Excellence
1700+ data scientists and software engineers
31,000+ active patents
Four Segments: Interventional, Connected Care, Medical Essentials, BioPharma Systems
BD Excellence is our operating system that fuels world class performance across the enterprise. Based on the core principles of lean and continuous improvement; but uniquely developed for BD. We are expanding BD Excellence into the commercial and innovation functions, transforming customer engagement, accelerating product launches and scaling impactful solutions worldwide by embracing the BD Excellence mindset and adopting the tools
Opportunity: VP & GM, US Sales, Urology and Critical Care (UCC)
Reporting to the WW President, Urology Critical Care (UCC), the VP/GM US Sales UCC will lead and develop a coordinated, efficient and high performing US commercial organization that builds strong customer loyalty and exceeds annual revenue and growth targets.
Urology and Critical Care (UCC) is part of BD's $5.2B Interventional Segment:
Focused on developing innovative surgical, endovascular, urological, and critical care interventions, BD Interventional is innovating to treat chronic diseases and high-burden conditions-from urinary incontinence and peripheral vascular disease to cancer and advanced tissue reconstruction-transforming clinical practice for greater patient impact.
Business Units of BD Interventional
Urology and Critical Care (UCC) $1.6B
Peripheral Intervention $2B
Surgery $1.6B
Urology Critical Care (UCC): Four Platforms and respective products
Acute Care
o PureWick system- Male, Female
o Foley catheters (latex & silicone)
o Intermittent catheters
o Urinary drainage bags and accessories
Home Care (overlap products with Acute Care)
Endourology
o BD Aptra (visualization and kidney stone management)
Targeted Temperature Management (TTM)
o Arctic Sun and ArcticGel pads
This commercial leadership role is responsible for defining, driving, and executing the growth strategy of UCC's three business platforms through commercial excellence in the region. This includes determining the best go-to-market strategies, protecting and gaining category share, improving gross margin, improving the customer experience and success, and new product commercialization objectives including influencing the current and future portfolio.
As a key member of the UCC WW Leadership Team, this role influences opportunities and key business initiatives across UCC keeping the customer and competitive differentiation at the forefront of our decisions and directions.
Scope: The UCC US commercial organization is comprised of ~250 associates, $1.3B+ in revenue and includes the functions of sales, regional marketing, business process and sales operations. There are seven direct reports into this leader (platform leaders, national accounts leader, commercial excellence leader, clinical solutions leader).
Key KPIs: Revenue and margin growth, new product launch success, YoY improvement on NPD (New Product Development) scores and share gain within the region. Sets stretch targets for the team. Drives sustainable processes and rigor supporting accurate forecasting.
Commercial and Financial Leadership
Develop and implement plans and strategies to drive revenue and profitable growth, ensuring the attainment of the UCC US Region's overall goals.
Design, implement, and manage sales forecasting, planning, and budgeting processes taking full ownership for the region's P&L (expense, margin, price). Proactively and reactively respond to results, lead systemic problem solving when results are off track, and adjusting appropriate levers within the P&L to meet goals. Align actions with appropriate functional and platform leaders. Ensure direction and countermeasures are appropriately integrated within all levels of organization.
Drive team to beat profitability and revenue goals, seize opportunities to push the envelope, reshape business plans and take on new commercial avenues.
Commercial Excellence
Establish high levels of quality, accuracy, and process consistency on funnel management and forecasting to be institutionalized in the sales organization.
Lead BD Excellence efforts for improving the productivity and effectiveness of sales force.
Install and monitor an optimal Go To Market model based on market dynamics and business strategy, including sales roles, coverage models, and/or team configurations and organizational design in order to maximize productivity.
Lead change management process to build organizational understanding of proposed changes, vision and mission, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
Ensures optimal performance measurements and management activities are taking place across the organization and defining sales incentive and reward programs that drive the right behaviors and align to business objectives.
Deliver effective integrated pricing strategies to drive strong margin performance.
Compliance
Ensure organizational compliance with all local, state, federal, BD regulations/policies/ procedures and all Sarbanes Oxley (SOX) requirements.
Demonstrates, drives and inspires Quality culture and behaviors across the organization demonstrating there is a patient at the end of every UCC products.
Customer and Market Intelligence
Ensure that customer feedback and relevant information is gathered in real time.
Compile and effectively communicate information / data related to customer and prospect interactions to help the organization become more customer centric.
Monitor customer, market and competitor activity, providing feedback and strategic recommendations to business, company and relevant functional leadership teams.
Play a key role in negotiating terms and conditions of multi-million-dollar, multi-year contracts with C-Suite level executives of large hospital systems and non-acute care providers as needed.
Crafts customer and product segmentation strategies that drive focus and competitive advantage. Adopts a long-term perspective about the market and opportunities.
Marketing Excellence
Ensure timely and effective execution of marketing tactics, strategies and programs that delivers necessary lead and funnel generation, brand awareness, and meets/exceeds company expectations.
Drive measurement of leading indicators of demand impact against results in delivering efficient and effective marketing programs, adjust and quickly shift as needed.
Align sales tools, training programs, and other processes as needed to effectively position our sales force to deliver UCC products vs. the competition.
Organizational Agility and Leadership
Proactive partnership with UCC worldwide platform, regional and functional leaders in executing the BU's growth strategies.
Proactive collaboration with US region to drive revenue growth for BD across the US, leveraging common resources, capabilities and centers of excellence
Coach, mentor, and raise the team's ability to deliver and exceed expectations while creating a culture aligned to The BD Way and opportunities for growth/development, succession plans and retention of talent.
Strategic Thinking
Leads customer and market segmentation strategies and competitive intelligence that drives focus and feeds into the annual strategic planning process. Provides expertise and insights to the UCC annual strategic plan.
Adopts a long-term perspective about the business and the external environment.
Develops hypotheses or alternative scenarios of how critical issues will play out beyond the year and uses these to set challenging goals with a future payoff.
Talent Management and Org Dev
Represent BD Servant Leader principals in practice and drives the right talent, capabilities, succession planning, and high performance to deliver on the business strategy both in the short and long term.
Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources. Exports talent to the broader BDX organization.
Creates a culture aligned to company values in speak up, quality and compliance, collaboration and winning the right way.
Qualifications
10+ years' experience in leading progressive marketing and sales within medical device.
Specific experience with a product portfolio that has both consumable/disposable and capital.
Demonstrated understanding and track-record driving success in corresponding sales cycles.
BA/BS required. MBA or commensurate work experience preferred
Experience working in a matrix environment, demonstrated ability to effectively manage across the matrix in the @context of a large global company.
Required travel is 30-40% within North America.Key competencies
Proven success in translating business goals into well-defined business strategies, inspiring and energizing a large, multi-layer, diverse organization, and driving talent excellence in leaders and leadership capabilities.
Drives rigor and excellence throughout the organization to ensure process excellence, cross functional problem solving, and builds high performing, engaged teams.
Highly effective financial management, forecasting and planning skills coupled with the ability to articulate and present complex information in a succinct manner to a wide audience.
Ability to address both strategic and operational dimensions of the organization, zooming in/out as required.Candidate ProfileIn terms of the performance and personal competencies required for the position, we would highlight the following:Setting strategy
The ability to create and articulate an inspiring vision for the organization, not only for the areas they are directly responsible for, but the enterprise as a whole.
The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.
The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.Executing for Results
The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
A leader who is viewed by others as having a high degree of integrity and forethought in their approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.Leading Teams
The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
The ability to persevere in the face of challenges, and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.
A leader who is self-reflective and aware of their own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.Relationships and Influence
Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in their beliefs, and active drive.
Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
Creates a sense of purpose/meaning for the team that generates followership beyond their own personality and engages others to the greater purpose for the organization as a whole.Driving Sustainability
Firmly believes that both sustainability and profit are in the organization's best long-term interest.
Integrates economic, societal, and environmental factors into a purpose-driven strategy, turning sustainability into a competitive advantage.
Understands and incorporates viewpoints from all key stakeholders to drive decision making and share the benefits.
Delivers breakthrough innovations and business models that create value for all stakeholders, continually challenging traditional approaches.
Sets audacious business and sustainability goals, driving concerted action and investments, and stays the course in the face of setbacks or push-back from short-term oriented stakeholders.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.
Why Join Us?
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 healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers .
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.
Required Skills
Optional Skills
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Primary Work Location
USA GA - Covington BMD
Additional Locations
Work Shift
NA (United States of America)
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.
