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 maker of possible with us. 

Responsibilities:

This Strategic Customer Vice President (SCVP) position reports to the Group Vice President, Strategic Customer Group, GPO and is responsible for completing our GPO contracting strategy for assigned products across BD.  This is a senior sales executive position that requires extensive prior experience demonstrating superior business sense, strategic agility, decision quality, customer focus, exceptional negotiations skills, conflict management expertise and strong oral and written communication skills.  This position is accountable for growing and/or maintaining business through long-term relationships with GPOs and their largest members.  This includes building trusted advisor relationships, leading contracting strategy and implementing strong contracts, and delivering demonstrated value for BD and customers.   Specific responsibilities are to:

• Execute BD’s GPO contracting strategy for products and services through significant proactive collaboration and coordination with business units and by a deep understanding of customers’ business models, needs, strategies, and expectations.

• Develop and manage meaningful business relationships with GPO executives, GPO contracting teams, customer executives and BD business leadership teams to leverage and support strategy.  Proactively engage with cross-functional teams to accomplish this work.

• Ensure BD’s contracting strategy with GPOs incorporates optimal pricing, rebates, fees, and terms & conditions, considering short-term and long-term objectives, while balancing business priorities with market conditions.

• Lead contract negotiations for national, regional and custom contracts with national GPOs regional GPOs, and aggregation groups under a GPO to deliver strong contracts for BD.

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

• Successfully implement new GPO contracts with the GPO and customers, working in alignment with business unit sales leadership, CCO and GBS to seamlessly launch new contracts, increase GPO contract sales through new business opportunities, increase penetration, drive competitive conversions, and enforce compliance.

• Manage and resolve day-to-day issues that arise for assigned GPOs and contract portfolio.    

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Experience: 

This role requires the following qualifications to foster success in the role: 

• Experience working with national and regional GPOs, with specific examples of engagement and outcomes.

• Strong knowledge of the US healthcare industry, including unique aspects of the GPO industry

• Strong track record of business success and driving results 

• Demonstrated ability to negotiate complex sales agreements and/or GPO contracts

• Strong understanding of contract terms and conditions and the associated business and legal analysis required 

• Experience in account management and effective collaboration with executives and key influencers

• Demonstrated experience in successfully developing, leading and executing business strategy   

• Demonstrated ability to think strategically and understand implications across a complex corporate enterprise

• Direct leadership and management experience in sales and/or marketing, with people management experience

• Demonstrated ability to work independently and as an essential part of a team to achieve business goals

• Strong financial and analytical competencies, including advanced Excel and Power BI skills.

• Excellent organizational and project management skills

• Excellent communication and influencing skills – verbal, written and