BD (Becton, Dickinson and Company) Sr. Director Wholesalers BDX in San Diego, California
Job Description SummaryPurpose:
Reporting to the VP/GM, Channel Management Group US Region
Senior Director Wholesalers BDX position will be the primary point of contact and coordination for managing the national and regional drug wholesalers. The success of the relationship with the US Region’s Channel Management go to market strategy and objectives will be paramount to achieve the strategic business goals and objectives created for each drug wholesaler partner. This position will partner very closely with the Diabetes Care National Accounts team and together will represent the BD enterprise portfolio and lead and support a matrixed team consisting of Business Unit Platform Leadership and Marketing, Sales Leadership, Health Systems, Supply Chain, Legal and Contract Management to ensure BD products are supported by our drug wholesaler partners to our end user customers. This role is accountable for developing and executing strategic business plans in coordination with the Business Units and act in a consultative role to ensure product distribution and commercial program opportunities are leveraged to drive growth.
Overall Drug Wholesaler Relationships & Commercial Management
As the primary point of leadership for the US Region’s drug wholesaler partners, this position will be responsible for setting the account strategy and planning along with the BD business platforms and drug wholesalers.
Conduct and lead account business reviews.
Responsible for influencing and cultivating relationships with key opinion leaders at the drug wholesaler leadership and functional teams to create partnerships that result in aligned business efforts
Responsible for engaging the appropriate internal resources necessary to execute the account business plan
Ensure delivery of internal customer (BD Platform Leadership) value and expectations through recurring business reviews and strategic planning
Develop and manage appropriate executive relationships to leverage and support strategy
Drive leveraged revenue development with drug wholesalers to assist the US Region and Business Units objectives
Negotiates effectively with drug wholesaler on contracting, priorities, timelines, progress and measures
Act as point of contact for BD field sales teams to address issues and opportunities with the drug wholesalers
Ensure all administrative and back office processes are working optimally and fix problems as they arise working in coordination with BD internal teams. This would include processes such as pricing, contracting, sales tracings, product listings, new product set up’s, and backorder management.
Work in coordination with BD Supply Chain team to ensure the process to move product from BD DC to drug wholesaler to customer is working efficiently and effectively at the desired service levels. Identify and execute plans to continually monitor and improve.
Market /Customer Knowledge
Demonstrates understanding of the health care environment, drug wholesaler functionality, market channels including Acute, Non- Acute, and industry market trends
Builds and leverages strong understanding of customer business models to connect BU Platform competencies with customer needs
Understands and navigates complexities associated with legal, compliance and contracting language
Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities
Strategic Business Development & Opportunity Planning
This position has responsibility for regular engagement with the BU platforms, their marketing team, and sales leadership to develop and consult with for strategy, and execution of the strategy with drug wholesaler partners.
Engages the drug wholesaler and BD Business Units and key Functions in the joint business planning process and leads execution to achieve enterprise wide goals
Prepares & leads quarterly business reviews with BD business units to include platform and sales to address performance, strategies and activities of the drug wholesaler and market dynamics. Includes new product launch.
Manage drug wholesaler commercial programs to successful ROI and performance metrics.
Education and Experience
Bachelor degree required, graduate degree preferred
Minimum 10 years progressively responsible drug wholesaler/distributor business or sales leadership
Minimum 5 years of large account management experience
Minimum 5 years solution and consultative selling experience required
Proven ability to engage, build relationships and manage complex, matrixed business environment
Health care industry sales, business development and/or marketing experience preferred
Experience in successfully developing joint business plans
Demonstrated ability to negotiate complex portfolio and commercial agreements
Influencing people without authority
Excellent communication and influencing skills – verbal, written and presentations
Ability to travel 50% of time
Primary Work LocationUSA CA - San Diego Bldg A&B
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