Becton, Dickinson and Company

Area Vice President, Sales East

Becton, Dickinson and Company • $192K — $307K *
Franklin Lakes, NJ 07417In-Person
Healthcare
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5-10 years of experience in sales leadership within a healthcare or life sciences environment
  • Demonstrated financial acumen with a strong track record managing P&L responsibilities
  • Proven ability to build and lead high-performing teams
  • Expertise in commercial strategy development and execution
  • Strong interpersonal skills with the ability to influence and motivate teams across a matrixed organization

Responsibilities

  • Lead and manage overall specimen management revenue and operating expenses in the designated area
  • Develop and implement field-based strategies aligning with sales objectives
  • Cultivate relationships with key stakeholders to enhance competitive positioning
  • Execute sales compensation programs and initiatives that boost sales effectiveness
  • Ensure effective collaboration across departments to drive sales activities
  • Facilitate effective change management processes within the commercial organization

Benefits

  • Comprehensive compensation package including performance-based recognition programs
  • Opportunities for career advancement and personal development
  • Support for employees' well-being and professional growth
  • Additional benefits outlined on the company's career site
Full Job Description
Job Description

The Area Vice President of Sales reports to the Vice President of Sales, US Region, Specimen Management and acts as a key contributor of the SM Sales Leadership Team. This position is accountable for the overall Specimen Acquisition and Lab Specimen Management product portfolio sales initiatives within half of the United States. In collaboration with the other Area VP, this leader will oversee and direct a team of Regional Business Managers in developing area strategies and tactical implementation plans to deliver sales growth goals. The AVP will be accountable for achieving revenue expectations, leading talent development and performance management objectives while operating within budget overseeing total SG&A expense management. Reporting directly to this role are the Area Regional Business Managers and under the Regional Business Manager are the assigned sales associates and product specialists. This leadership appointment will oversee ~$500M in total revenue under management.

RESPONSIBILITIES:
  • Second line leadership with direct managerial accountability for the overall Specimen Management (SM) revenue, personnel and operating expenses in the designated Area. Ensures timely and accurate execution of the SM strategy along with tactical implementation programs and reporting systems.


  • Manages the execution of field-based compensation programs and sales promotions to ensure alignment with strategic business objectives. In conjunction with the VP of Sales, develops and implements field-based strategies, action plans, communication initiatives, and structural enhancements, within scope of responsibility.


  • Interfaces across a matrixed organization ensuring effective linkage to influencing and supporting field-based sales activities. Works well cross-functionally with all SM and BDX departments to drive commercial execution, building high performing teams and strengthening culture.


  • Establishes effective key stakeholder relationships with customers to drive SM competitive position and performance. Oversees area account planning, high stakes negotiations, contract compliance and conversion management.


Profile/Skills:

Financial Acumen
  • Demonstrates high financial stewardship, overseeing the total P&L for assigned area
  • Proven track record of delivering consistent results across large commercial organizations.
  • Leads BD Excellence with strong operating rigor, salesforce effectiveness and forecast accuracy to meet and exceed conversion plan targeting and financial results
  • Effectively creates and leads deal management process that delivers profitable outcomes both in top and bottom line through new business acquisition, pricing and contracting initiatives
  • Oversees travel & expense budgeting for assigned area (1/2 US)

Builds High Performing Teams
  • Attracts, retains and strengthens commercial talent
  • Partners with Sales Effectiveness team to accelerate competency through onboarding process to increase revenue recognition
  • Leads talent management throughout the assigned area that uplevels skill and competency to exceed business objectives
  • Shapes and strengthens culture throughout the assigned area through motivational speaking, high impact communication, in-field support and tactical execution delivering profitable results
  • Effectively leads change management; executing commercial transformation and maintains engagement levels that result in a high-performance organization
  • Creates unique development opportunities for high potential associates to grow within the organization; fosters a team environment where people feel engaged, empowered and inspired by the work they do every day
  • Leads effective succession planning efforts across all levels of the commercial organization

Inspirational Leadership
  • Inspires and motivates people to accomplish a common purpose
  • Sets high performance functional or cross-functional goals and coaches others in the goal setting process
  • Influences with and without authority, partnering across matrix for shared success
  • Ensures team members feel empowered to make decisions to help meet / exceed goals
  • Instills trust and credibility across the commercial organization that creates buy in, focus and execution
  • Leverages self-awareness to adjust leadership style to achieve success in all situations
  • Displays resilience amid times of adversity, leading communication that drives solution orientation

Commercial Strategy
  • Strategic visionary that thinks with the end in mind
  • Anticipates internal / external business challenges / interdependencies that may impact organizational results
  • Creates and sets short- and long-term strategy based on anticipated internal / external trends and new ways of thinking to ensure BD long-term success
  • Develops and leads operational plans that execute assigned tactical performance targets

Global Mindset-Diversity
  • Challenges others to be consider cultural and geographic differences when establishing goals and action plans
  • Ensures a global perspective in shaping diverse and complex teams; leverages effective working relationships across functions and locations to guide the team's success and serves as an ambassador for the function


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.

192,000.00 - 307,200.00 USD Annual Range includes Base + Incentive

Primary Work Location
USA NJ - Franklin Lakes

Additional Locations
USA IL - Vernon Hills

Work Shift

About Becton, Dickinson and Company

BD is a global technology company that provides diagnostics and technologies for frontliners. Through their solutions and services, they assist scientists in detecting diseases and advanced researchers' on developing diagnoses and therapeutics. BD was established in 1897 by Farleigh Dickinson and Maxwell Becton in East Rutherford, New Jersey.

Becton, Dickinson and Company Careers

Join the innovative world of Becton, Dickinson and Company (BD), a global medical technology company that is actively seeking driven, dedicated professionals to join our team. At BD, we are committed to advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. This commitment provides the foundation for a workplace where you can engage in meaningful work and where job opportunities abound.

Work You’ll Do

At BD, you will be part of a culture that values diversity, leadership, and innovation. Our team members are empowered to lead and inspire from day one. Join us and contribute to our mission of advancing the world of health through your professional skills and personal passion.

Transform Your Career

BD offers a unique position in the marketplace that combines industry expertise, leadership in medical innovation, and a collaborative culture to help you grow your career. Whether you are looking for an entry-level position or a more senior role, we provide the tools and support for your professional growth through comprehensive training and development programs.

Innovative Work Environment

Our team at BD is composed of more than 65,000 associates across the globe. These dedicated professionals work at the intersection of technology and healthcare, where they drive innovation and ensure that we stay ahead in a rapidly evolving industry. By joining BD, you will work alongside some of the brightest minds in the industry.

Internship and Employment Opportunities

Start your career with BD through our internship programs or dive straight into a full-time position. We offer a range of opportunities that allow you to explore different areas of our business and find a path that aligns with your career goals. Our hiring process is designed to be transparent and engaging, ensuring that all candidates—whether submitting a resume for an internship or a senior position—feel valued and informed.

Benefits and Culture

BD is proud to offer competitive benefits that support the health, well-being, and financial security of our employees and their families. From comprehensive health insurance to employee wellness programs and flexible working arrangements, we prioritize the well-being of our team members. Our inclusive culture encourages networking, continuous learning, and the sharing of ideas in a diverse and welcoming environment.

Join Our Team

Explore the job opportunities at BD and discover how your expertise can help shape the future of healthcare. Search open positions that match your skills and interests. We look for passionate, curious, creative, and solution-driven team players.

Stay Connected

Keep up to date with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. See what exciting and rewarding opportunities await at Becton, Dickinson and Company.

Explore Careers at BD

Whether you're preparing for your first interview or looking to advance into a leadership role, BD offers career paths that foster continuous growth and innovation. Join us in our mission to improve medical outcomes and enhance patient care worldwide.

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At Becton, Dickinson and Company, we are more than just a company; we are a community that is dedicated to making a difference in the lives of people all around the world.
Learn more about Becton, Dickinson and Company
Size
75,000 employees
Market Cap
$72 billion
Industry
Healthcare
Net Income
$1.6 billion
Founded
1897
5 Year Trend
+9.3%
Revenue
$18.2 billion
NASDAQ
BDX
* Ladders Estimates

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