Job Description Summary

Job Purpose:
The IDN VP is responsible for leading the development and execution of targeted, strategic account plans for the Top 95 Strategic IDNs in the US Region to ensure the achievement of revenue, profit and other related long-term growth objectives.

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 Group Vice President, Strategic Customer Group, IDNs, the IDN Vice President directly lead a high-performing team of 7-10 Strategic Customer Vice President’s and to serve as the executive sponsor for our top IDN relationships. This role will represent the BD Enterprise portfolio supporting a multi-functional BD team consisting of Business Unit 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. This role will be responsible to developing and executing enterprise-level strategies that strengthen relationships with C-suite stakeholders across national and regional IDNs, driving long-term partnerships, revenue growth and delivering over $2 billion in annual sales, and shared outcomes.

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 makerof possible with us.

Profile and Essential Responsibilities/Skills:

Customer and Market - As the primary executive contact for the region’s top strategic accounts, the IDN Vice President is responsible for leading the SCVP team in developing system-level strategy and aligning with C suite executives to build the BD brand and facilitate executive partnership engagements.

• Lead a high-performing team of Strategic Customer Vice Presidents to develop growth strategies, objectives, and set performance standards and targets for IDNs.  Analyze economic, social, technical, legal and other data or trends for integration into strategic plans.

• Owns the relationships of Top identified C suite executives & stakeholders (CEO, CFO, COO, CSO, CIO, etc.) in the most strategic IDNs to cultivate, develop and maintain strong relationships, build the BD brand through a regular cadence of communication, meetings and executive engagement.

• Bring forward the value and relevance of BD's integrated solution offerings; developing and presenting comprehensive solutions that align with customer and business needs to optimize growth and penetration.

• Actively engage in industry associations and meetings to cultivate relationships with executive leaders, acquire knowledge, and identify relevant business opportunities. 

• Facilitate commercial, operational, innovation, and strategic executive engagements between BD and top strategic customers for the BD CEO, CFO, Segment Presidents & US Leadership Team.

• Monitor customer, market, and competitor activity, providing feedback and strategic recommendations to BD businesses, company, and relevant functional leadership teams.

• Foster a customer-centric and externally focused organization by bringing the "voice of the customer" into the organization. 

• Build and leverage a strong understanding of customer business models to connect BD competencies with customer needs.

• Develop distinctive strategies to achieve and sustain competitive advantage; anticipate risk and trends and devise contingency plans accordingly.

Commercial Excellence - The IDN Vice President ensures high-quality and consistent execution across BDX to ensure continuous growth and profitability at the US Region level.

• Drive US market sales growth leveraging technology, supply chain & distribution channels for optimization.

• Lead, formulate and implement strategies and plans to achieve financial, sales, and organization goals to ensure continuous growth and profitability at the IDN and US Region level.

• Lead change management by building organizational understanding with SCVP team and effectively implementing BD strategy.

• Establish and maintain a strong competitive position through strategic and tactical identification of business opportunities.

• Understand and navigate complexities associated with legal, compliance and contracting language.

Commercial and Financial Leadership - The IDN Vice President is accountable for working with the SCVP’s to develop strategic account business plans and track progress against key metrics which include business growth, profitability, customer goal alignment, and customer satisfaction and loyalty.

• Manage to the BD budget, driving financial growth and profitability for US Region and aligning decisions to P&L profitability.

• Assist GVP in the preparation budgets, reports and forecasts and ensure timely monitoring and corrective actions take place.

• Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of overall BD enterprise goals.

Organizational Agility and Leadership - The IDN Vice President collaborates with the SCVP team, 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 elevate the SCVPs’ ability to deliver and exceed expectations while supporting opportunities for talent succession.

Talent Leadership and Organizational Development - The IDN 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 the Strategic Customer Group.

• Lead team of 7-10 Strategic Customer Vice Presidents.

• Create and sustain a culture of high performance and achievement of BD and customer goals, aligning with The BD Way.  

• Engage key talent and provide constructive feedback to support development and building of management talent pool.

• Leverage knowledge to lead teams to quickly adapt to ambiguous situations and maintain engagement levels to deliver change.

• Engage and supports the Talent Review process to identify, coach, mentor, and provide development opportunities for BD’s future leaders.

• Champion 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.

• Embrace and communicate the BD Core values.

Education and Required Qualifications:

• Bachelor’s degree required; graduate degree preferred.

• 10+ years of progressive experience in healthcare, including roles in strategic account management, healthcare system partnerships, enterprise customer leadership, or related areas.

•  At least 7+ years of large account management and IDN experience, with proven success in driving results within the healthcare industry.

• Minimum 7+ years of direct experience managing senior commercial or customer facing teams, ideally in complex, matrixed organizations.

• Exceptional communication, influencing, and presentation skills, with the ability to engage and build relationships with executives at the C suite level of health systems.

• Demonstrated experience achieving revenue and profitability budgets.

• Strong track record in sales management, marketing, or other relevant functional leadership roles, with significant experience in capital equipment and/or healthcare IT.

• 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 guide a team in negotiating complex sales agreements and delivering customized solutions that meet customer expectations.

• Expertise in leadership and development of individuals focused on strategic thinking across a complex portfolio.

• Demonstrated adaptability and leadership in ambiguous environments, with a strong drive to embrace change and seize new opportunities.

• Experience leading teams in 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 50% of the time.

Knowledge, Skills & Abilities:

This role requires extensive experience working in an IDN environment along with strong knowledge of the US healthcare industry, while demonstrating the following capabilities:

• Spanning Boundaries (enterprise thinking)

• Thinks strategically

• Matrix Leadership

• Teamwork and Collaboration

• Identify and analyze business opportunities

• Influences others (influence without authority)

• Applying business and financial acumen

• Drive and deliver results

• Negotiates effectively

• High Impact Delivery/Presentation

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

Required Skills

Optional Skills

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Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift