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.

The position of Diagnostic National Reference Lab Director is within BD’s Diagnostic Solutions Business Unit. The Diagnostics Solutions (DS) business empowers laboratories, healthcare professionals and patients across developed and emerging markets to make decisions that drive clinical outcomes and reduce risk. Diagnostics Solutions delivers diagnostics tests, instrumentation, automation, and informatics that enable accurate and timely diagnosis of bacterial, fungal, viral, and parasitic infections. Three main priorities for DS are: Central Lab Molecular (Self/Home Collection), Integrated Microbiology Solutions, and Professional POC.

Our vision for the DS National Reference Labs Director:

The National Reference Laboratories Director for Diagnostic Solutions (DS) works globally to provide value-add product solutions for the DS portfolio within key reference laboratories. The priorities of this position are to gain an understanding of the customer’s strategic goals for the benefit of developing DS solutions to align with those goals and enhance our business partnership. Knowledge of the healthcare macro environment, global reference laboratory operations, purchasing processes, operational efficiency and building Diagnostic Solution collaborations are important for this position.  This role reports directly to the DS National Accounts VP.  

About you:

We are looking for an experienced people leader with a track record of successful strategic selling/contracting procedures with an emphasis on large account management. Ideally, you have prior experience in a large, matrix organization in the medical products market. You have proven skills in areas of leadership and team effectiveness, financial analysis and modeling and sales strategy development and implementation. The ideal candidate has strong influencing skills, can establish and nurture strong relationships with internal and external partners. You have a solid understanding of pricing strategies and are a strategic problem-solver who seeks alternative solutions to increase business opportunities. 

Business Leadership:

• Own end-to-end deal process for large, complex deals across Reference Laboratories 

• Achieve and grow total revenue and market position consistent with company goals. 

• Under VP leadership works to formulate a comprehensive business plan proposal and integrated approach to realizing short and longer-term customer opportunity for growth, including sales strategies, platform/product application to customer portfolio, market and competitive position, and pricing strategies. 

• Develops and maintains comprehensive knowledge of competition to anticipate their affect in the market and customer account and build proactive risk responses. 

• Strategic, innovative and collaborative leader that engages and leads cross functional efforts across internal functions such as Research and Development, Quality and Supply Chain to effectively deliver on the global reference lab strategy and customer needs  

• Proactively manages risk to financial and growth targets and commitments. 

Customer Relationship Management

• Develops a strong relationship with the customer, striving for high customer loyalty and sustainable relationship value. 

• Identifies customer needs and integrated solutions that provide value to customer, grows customer share, and paves the road for strategic growth. 

• Establishes effective processes for joint operational and project planning, decision making and communications. 

• Builds and maintains high level of customer responsiveness and effective issue resolution. 

• Establishes joint performance indicators for measuring and improving collaboration ROI. 

• Establishes productive, professional relationships with key personnel in assigned accounts, striving for high customer loyalty and sustainable relationship value. 

• Assess and weight the relative importance of the decision makers and influencers 

• Knows and manages customer KPI’s to strengthen BD’s position and increase share of wallet  

Customer Program Management:

• Ensures a globally coordinated and fully integrated cross-functional approach to meeting customer needs, including proactive risk management and timely resolution of conflicts. 

• Sets and manages stakeholder expectations, ensures customer and BD alignment regarding delivery on customer commitments.  

• Represents the needs of the Customer in defining DS business and platform strategies, and trade-offs. Escalates strategic conflicts and recommendations to Executive Team as necessary.   

• Prepares & leads quarterly business reviews to address performance, strategies and activities of the customer stakeholders and the BD account team/business units.  

• Forms cross-functional and cross-organizational teams as needed to meet customer needs.  

• Create a fluid cross functional information management system within BD and proactively communicates critical information within BD network.   

• Maintains project and pipeline opportunities through SFDC and champions Win Room processes  

• Develops and maintains an account plan for each account with quarterly business reviews with leadership   

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Team Leadership

• Works with DS strategic accounts team in executing the global account strategy. 

• Provides visionary leadership in driving collaborative business and portfolio planning with cross functional teams such as supply chain, research & development and quality to achieve global objectives.

Position Qualifications:

• Minimum 10 years of progressing account management experiences, including management of key strategic accounts and C-level relationships.  

• Understanding of Healthcare and Life Sciences industry trends, global challenges and opportunities. 

• Demonstrated success in managing P&L & revenue growth 

• Demonstrated expertise in strategy thinking and implementation. 

• Strong interpersonal skills, ability to quickly build relationships and gain trust from customers. 

• Demonstrated understanding of the Diagnostic Solutions customer buying journey 

• Strong teamwork skills, ability to effectively manage and coach cross-functional teams to ensure success in opportunity execution. 

• Experience in leading effective teams in multi-cultural environments and fostering collaboration across organizational boundaries is essential. 

• Strong focus on customer experience and satisfaction 

• Ability to troubleshoot and resolve very complex problems. 

• Qualified candidates will possess a Bachelor or higher degree. 

• Ability to travel up to 50%. 

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 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.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $147600 - $265800 ( Annual Range includes Base + Incentive)

Candidates whose job duties will be physically performed within unincorporated Los Angeles County limits: All qualified Applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. BD abides by any and all laws or regulations that impose restrictions or prohibitions for hiring applicants with criminal histories for posted positions.

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