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BD (Becton, Dickinson and Company) Country General Manager Poland, BDX in Warsaw, Poland

Job Description Summary

Leads the commercial organisation in Poland and is responsible for both executing the GTM changes and developing a strategic country plan to ensure long term sustainable & profitable growth.

Job Description

Closing Date:

Job Title: CGM Poland, BDX

Reports to: VPGM Central Europe

Location: Heidelberg, Germany


Location: Warsaw, Germany

General Function / Purpose:

Purpose of this role is to ensure the implementation of our go to market strategies in Poland. This includes but is not limited to

External and internal representation of BD in the area with a clear focus on fostering, supporting and driving our public policy strategies and implementation plans to ensure better reimbursement and market conditions Ensure execution of GTM model changes in Poland in working with the direct sales organizations reporting solid line to this new position Develop a mid term strategic plan to ensure BD growth drivers are building the foundation for sustainable growth Build a strong talent and performance management culture in the area and ensure a solid succession pipeline and a talent pool to match the strategic expansion opportunities in the area Together with the local management team develop a “road to customer centricity” for the area and ensure implementation thereof The CGM Poland is acting in close alignment with the CE CBL´s and the individual business team members located or acting within the region

Main Responsibilities:

External & internal representation

  • Role model for the CEE organization to set ethical and business conduct standards

  • Represent BDX to major customers in the area, including distributors, KOL´s and major direct accounts

  • Built a network of end customers to advice in strategic questions for the area

  • Establish and foster high level stakeholder relationships in the country to better understand country opportunities and health care objectives

  • Together with Director, Public Policy, CE build a focus plan to establish and drive strategies in the areas including but not limited to safety, early cancer screening and sepsis management

GTM Models

  • Together with VP/GM Central Europe and the CBL’s Central Europe work on consolidating the made GTM changes and ensure their success, gain more end customer control, leverage resources and built capabilities to sell clinically advanced and complex products, (HCWS, patient safety, modern diagnostic procedures, lab efficiency, automation, medication management,

  • Ensure successful integration of BDI

  • Work with CEE business unit responsibles to build clear plans to reduce distributor dependence for end customer demand generation with the clear aim to separate demand generation (in house) from supply solutions (strong partner)

  • Propose and implement clear legal, administrative and logistical structures to streamline Polish operations for maximum efficiency

Human Resources

  • Build a performance culture in CEE including twice a year calibration reviews ad clear performance management guidelines for the area

  • Build a strong company culture in the area to ensure retention of key talents

  • Set up HR metrics in the area to support our strategic goals

  • Built a solid succession pipeline

Customer Centricity

  • Suggest a Country Commercial Model to match development stage and expansion opportunities for the area including the evaluation of synergies between the business units and laying the foundation for BDX customer solution selling (lab efficiency, safety,

  • Develop with country business leadership teams a roadmap to implement customer centricity with initial on

  • Account prioritization

  • Account segmentation & classification

  • BDX Key Account Management Solutions

  • Support Infrastructure needed


  • University degree: advance degree a plus

  • Able to demonstrate success in a business management role, possibly following a sales management based role or distributor focused role.

  • Experience in successfully developing and implementing channel strategy.

  • Logistics and supply chain knowledge and practical experience of projects in this arena.

  • Knowledge / experience of the regional and country health-care network and government


  • Preferably practical knowledge of programmes that drive for productivity, variance control and improvement e.g. Six Sigma, lean and validation theory and practice

  • Approximately 5-10 years of work experience (5 years in a management role)


  • Highest Ethical standards and judgment ability

  • Build Relations and Collaborations

  • Ability to listen well and communicate clearly, ethically and with integrity internally and externally

  • Strong negotiation skills

  • Ability to work through use of influence rather than hierarchy and build effective networks internally and externally and exercise interpersonal savvy

  • Thinks Strategically

  • Managerial courage – the ability to operate independently, be assertive when required and operate in a resilient and persistent manner

  • A positive “can-do” attitude

Primary Work Location

POL Warsaw - ul. Osmanska

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.