Job Description Summary

The Associate Director of Service Sales for US DS is responsible for strategic direction of the US Service business, as well as leading downstream execution of our Service offerings. This includes developing the annual service sales plans, ensuring launch readiness of new product offerings, executing price strategy for contracts, professional services and T&M, understanding competitive/market insights, and communicating across the business. Collaborates with sales and marketing teams to ensure alignment on value propositions, brand promises, and customer experience goals.

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. 

Key Success Factors:

• Meet and exceed annual Service Revenue growth goals and KPIs such as
  on-time renewals and contract attach rates

• Creates strategy for annual and 3-year (ASR) US IDS service commercial plans

• Accountability to ensure US sales readiness for new service product launches and programs

Primary Responsibilities:

• Refines and drives the vision / value proposition for US IDS Service commercial strategy to create profitable revenue growth.

• Develops the ASR commercial plan, aligning the organization around developing these solutions. This includes building the organization and commercial capabilities needed to win in the marketplace.

• Deliver pricing and contracting strategies that align with commercial goals.

• Commercial point of contact for escalations related to IDS services revenue

• Manages the PNL for service contract revenue and is responsible for providing line-of-sight to revenue on an on-going basis.

• Collaborates and influences US IDS business teams (Sales, Marketing, Finance other functions) to ensure development and execution of the strategy.

• Directly manages service revenue teams (Service Sales Executives, T&M revenue team, Contract Renewal team and Contract Administration team.)

About You:

• Minimum BS/BA degree.

• Minimum 5+ years in capital equipment medical devices.

Preferred Education & Experience:

• MBA, master’s or advanced technical degree in related field.

• Experience working in med-tech service sales and marketing

• Experience leading commercial activities for services

• Strong business and financial management skills

• Experience leveraging SAP, ServiceMax, Salesforce, or other commercial platforms.

Skills & Competencies:

• Action Oriented: personally models, coaches and motivates team to demonstrate a significant bias for action to execute key objectives, while actively seeking other opportunities to contribute   

• Goal Driven: With persistence and sales mindset, driven to win and exceed goals.

• Organization & Planning: recognized for ability to independently organize personal and organizational projects and tasks, setting measurable objectives and goals for management of multiple simultaneous projects,

• Problem Solving, Analytical Skills and Professional Judgement: uses a combination of logic, analysis, experience, wisdom, and advanced methods to make decisions and solve problems,

• Decision Quality: accurately assesses risk and clarifies ambiguous situations to make good decisions, developing alternatives with clearly documented consequences for each possible course of action

• Communication Skills: advanced facilitator for small and large groups and organizations, adapting content and style to engage audience, and able to articulately respond to impromptu comments and questions

• Influencing others: leverages internal or external experts or third parties to influence others towards an intended course of action. Ex