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 makerof possible with us.
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Oversees profit and loss responsibility, the success of key programs/projects, and day-to-day operations of assigned area(s), region(s) or business unit(s). Responsible for business operations across multiple job families or job family groups by country or region.
Reporting to the President of the Canada Region and to the President of Medication Delivery Solutions (MDS) for North America, the Director of MDS Canada leads the customer facing Commercial team (Sales & Clinical, Marketing). This role is the most senior leader in MDS Canada and is accountable for defining, driving and executing on the business strategy related to all commercial activities for the MDS Canada Region. This includes determining, based on the business strategy, the current and future portfolio and the best go-to-market strategy needed to achieve growth, category share, gross margin, and new product commercialization objectives.
Key performance metrics for this executive include sustainable revenue and margin growth, new product launch success and category share gain. This leader is expected to ensure flawless execution of sales and marketing plans to build a growing, sustainable, and profitable business. To that end, the Business Director will lead and develop a coordinated, efficient, and high performing sales and marketing organization that builds strong customer loyalty to the MDS business. This position will have responsibility for developing commercial marketing plans and strategies and tactics required to execute on those plans, building and sustaining a diverse and engaged organization with the right commercial capabilities, and managing and developing talent.
Responsibilities
- Develop and implement plans and strategies to drive revenue and profit growth, ensuring the attainment of Canada Region's overall goals. Lead the budgeting process, including quarterly and annual expense forecasting. Develop and execute an effective portfolio strategy for the business unit in Canada
- Provide strategic recommendations for improving the productivity and effectiveness of sales force. Design, implement, and manage sales forecasting, planning, and budgeting processes. Establish high levels of quality, accuracy, and process consistency to be institutionalized in the sales organization. Ensure planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within the organization. Oversee the plan for the optimal deployment of sales personnel. Make recommendations for changing sales roles, coverage models, and/or team configurations to maximize productivity. Lead change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
- Design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. Define optimal performance measurements and performance management programs required to ensure success as defined by increased revenue growth, increased market share, and strong margins. Align reporting, training, and incentive programs with performance management priorities.
- Ensure that customer feedback and relevant information is gathered in real time. Compile and effectively communicate information / data related to customer and prospect interactions. Monitor customer, market and competitor activity, providing feedback and strategic recommendations to company leadership team and other company functions. Play a key role in negotiating terms and conditions of multi-million-dollar, multi-year contracts with C-Suite level executives of large hospital system and GPO's
- Create, manage, coordinate and execute all marketing strategies, and implement tactical plans that meet and exceed company expectations. Develop unique value propositions, business partnerships, category management, as well as call to action-oriented advertising targeted toward key customer segments that increases brand awareness. Ensure timely and effective execution of marketing tactics and programs. Analyze, evaluate, plan and execute on both existing and potential marketing activities and strategies. Develop benchmark criteria to measure the efficiency and effectiveness of marketing programs. Develop competitive intelligence across all product areas served. Develop tools to be used by the sales force to effectively position products vs. the competition.
- Proactive partnership with MDS VP/GMs, worldwide platform and functional leaders in executing the MDS growth strategies. Proactive collaboration with Canada region to drive revenue growth for BD across Canada, leveraging common go-to-market groups. Coach, mentor, and raise the team's ability to deliver and exceed expectations while creating opportunities for succession talent.
- Leads the regional talent agenda by building the capabilities to deliver on the business' strategy in both the short and long term. Champions Inclusion & Diversity and promotes the acquisition and development of diverse talent from both internal and external sources. Leads the HR Planning process to identify, coach, mentor, and provide challenging development opportunities for BD's future leaders and champions. Exports talent to broader BDX organization. Creates and sustains a culture of high performance and manages low performance aggressively, while being aligned to company values and culture. Leads cultural change necessary to deliver on BD and BU Culture Themes / Behaviors.
- Ensure compliance with all local BD quality policies / procedures / practices through consistent application of sound Quality Assurance principles.
- Sits on both the BD-Canada Leadership Team and the MDS Global Leadership Team.
Skills, Competencies, Qualifications and Experience:
We seek a Servant Leader with an established foundation of leadership credibility based on integrity, doing the right thing and a track record of success in driving business growth through innovation, building high performing and highly engaged teams, collaborating cross-functionally and influencing business results.
Also you will have:
- At least 5-10 years' progressive management experience in the medical technology, life sciences, pharmaceutical and/or biotechnology sectors.
- Proven track record of sales excellence and leadership.
- Strong business acumen, P&L management experience and knowledge of the medical device market environment.
- Proven ability to design, develop and implement business strategies, convert them into tactical marketing plans and deliver results.
- Strong leadership skills, with the ability to define a vision, drive change, inspire and coach others.
- Decision-making skills and ability to make decisions in the absence of consensus, if necessary.
- Ability to develop strong relationships with key opinion leaders, customers and potential or existing business partners.
- Excellent interpersonal, communication and negotiation skills for a wide variety of audiences, including senior management.
- Ability to work in all regions of the world at an executive and tactical sales/marketing level.
- Proven experience and passion in developing others.
- Take steps to ensure organizational capabilities are in place to achieve strategy.
Education and Training
- Undergraduate degree (life sciences or business preferred)
- MBA considered an asset
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
CAN Mississauga - Derry Road West
Additional Locations
Work Shift