Regional Commercial Excellence

The job description is for a role at Becton, Dickinson and Company (BD), a global medical technology company. The content describes BD's purpose, culture, and the potential to contribute to shaping the trajectory of the company.

Job Responsibilities

Commercial Excellence

• Lead profiling, segmentation, sizing, territory management, resource allocation efforts to ramp up Go-To-Market strategies
• Support the continuous optimization of Go-To-Market approaches in country, providing the right tools for BU/country teams aligned to the business strategy
• Enable and effectively execute an efficient corporate CRM / customer engagement suite of tools in partnership with other corporate functions like Marketing, IS, Omnichannel, Country teams, other key stakeholders
• Drive end-to-end Business Intelligence capabilities, starting from improved data quality and leading to advanced analytics that guide decision-making, identify market trends, and highlight growth opportunities
• Develop analytics, monitor productivity and analyse key performance metrics to measure the effectiveness of commercial initiatives, identifying areas for improvement and driving continuous enhancement
• Use expert knowledge of internal and external data resources and systems in order to gain valuable insights supporting commercial decision making
• Identify / Design / Deliver Sales and Marketing training programs and toolkits, equipping commercial teams across Asia with necessary skills and knowledge (eg. selling models, coaching models) to excel in their respective roles
• Review and recommend improvements in the areas of target setting processes and incentive management programs in coordination with regional and country leadership
• Support key projects (eg. Change management, system launch, data management, segmentation and targeting, communications) as needed
• Support countries in an advisory / consultative approach focuses on identifying and prioritizing needs (process improvements, models, tools, metrics, infrastructure) to come up with viable solutions
• Collaborate with stakeholders to align commercial strategies with overall business goals, sharing best practices and fostering knowledge sharing
• Keep up with industry trends, regulations, and market dynamics; recommend improvements and enhancements to maintain a competitive edge

Strategic Business Insights

• Data Analysis & Interpretation: Analysing large datasets to identify trends, patterns, and key performance indicators across various business areas, such as sales, marketing, and operations.
• Market & Competitive Research: Conducting market research to understand industry trends, competitive landscapes, consumer behaviour, and potential growth opportunities or risks.
• Strategic Planning (ASR): Providing data-driven insights to support the development of strategic plans, company goals, and operational improvements to drive business growth and efficiency.
• Stakeholder Communication: Translating complex data and findings into clear, concise, and actionable recommendations for senior leaders and various departments.
• Cross-Functional Collaboration: Working closely with different teams, including finance, marketing, product, and sales, to align strategies and ensure data accuracy.
• Reporting & Presentation: Creating robust reports, presentations, and dashboards that effectively tell a business story, highlighting key insights for executive decision-making.
• Proactive Opportunity Identification (Business cases & Growth Initiatives cases): Proactively identifying strategic growth opportunities by combining multiple data sources and asking better questions to uncover hidden patterns and drivers.

Qualifications

• Bachelor's Degree in Business, Marketing, or a related field; MBA preferred
• Minimum of 8 years of progressive experience in sales, marketing, commercial roles within the medical device, healthcare and/or consulting industry
• Previous role in SFE management and/or commercial operations management in a country or region (essential)
• Demonstrable knowledge of sales force effectiveness / excellence concepts including (but not limited to): call planning, segmentation and targeting, territory management, account management, omni-channel action plans
• In-depth understanding of sales and marketing processes, CRM systems (eg. Veeva / SFDC) and business intelligence tools
• Proven track record of successfully project managing and leading cross-functional teams and driving commercial excellence initiatives
• Strong analytical and strategic thinking skills, with the ability to translate data into actionable insights; with hands-on usage of visualizing/presenting data (eg. Power BI, etc.)
• Experience in using statistical models and programs to manipulate data and draw insights from large data sets

Click on apply if this sounds like you

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.

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