Area Vice President, Sales East

We Are The People Who Give Possibilities Purpose. BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and 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.

About the Role

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 them 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 the 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.

Skills

Financial Acumen

• Demonstrates high financial stewardship, overseeing the total P&L for the 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 processes that deliver profitable outcomes both in top and bottom line through new business acquisition, pricing, and contracting initiatives.
• Oversees travel & expense budgeting for the assigned area (half of the US).

Builds High Performing Teams

• Attracts, retains, and strengthens commercial talent.
• Partners with the Sales Effectiveness team to accelerate competency through the onboarding process to increase revenue recognition.
• Leads talent management throughout the assigned area that upskills and enhances 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 the 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's long-term success.
• Develops and leads operational plans that execute assigned tactical performance targets.

Global Mindset-Diversity

• Challenges others to 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.

Pay

The salary range for this role is $192,000.00 - $307,200.00 USD annually, including base and incentive. Salary ranges have been implemented to reward associates fairly and competitively, considering factors such as location, experience, education, skills, and actual work location.

Benefits

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 offer a valuable, competitive package of compensation and benefits programs.

Why Join Us?

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 healthcare. At BD, you’ll discover a culture where you can learn, grow, and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture.