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 makerof possible with us.

Director, CRM Excellence – US Region

Reporting to the VP, Sales Enablement – US Region, the Director, CRM Excellence - US Region will be responsible and accountable for leading efforts across the US region to drive CRM (Salesforce.com) adoption within the commercial organization to accelerate future growth.  This associate will serve as a key leader on the USR Sales Enablement Leadership team and will collaborate with leaders across the commercial organization to develop, deploy and implement key CRM solutions that will improve adoption, enhance our seller & customer experience, improve funnel management rigor and accelerate funnel velocity. This individual will also work in collaboration with the global product model team for alignment, planning, and execution of the US Region commercial enablement strategic priorities. This person will be responsible for aligning the technology roadmap to the USR Sales Enablement strategy working through the Global product model team and the SAFe Agile methodology for development.  Reporting to this role will be CRM and CLM analysts that are the liaison between the business stakeholders for CRM and CLM and the global product model team.

Role Responsibilities

• Create/deploy tools and measure/communicate against key CRM Excellence initiatives that will improve organizational effectiveness and accelerate growth through funnel rigor.

• On a monthly basis, report out to CCO, Business Unit and US Region on initiatives in motion, progress against those initiatives, needs from the commercial team and go-forward plans.

• Lead US Region strategy to enhance Customer 360, Contact Mgmt and user experience through the CRM (Salesforce.com).

• Lead any applicable CRM adoption/utilization campaigns that will drive behavioral change for the US Selling organization.

• Through strong change management skills, identify and implement strategies and to drive adoption of the CRM platform.

• Build and leverage dashboards that represent CRM adoption regionally and communicate insights and actions to be taken based on the data.

• Working with TGS and Global Technology teams, lead effort to develop, deploy and communicate technology enhancements that will drive towards improved CRM utilization, experience and adoption.

• Lead interactions and engagements with our Sales VPs/AVPs to determine technology needs and enhancements to improve field-level productivity.

• Work with USR commercial leadership and enablement team to develop CRM core competencies with clear ownership within each BU and regional team to drive continuous improvement

• Serve as USR lead for key projects around Customer Contact Management/Contact Master, WIN ROOM/Funnel Management Dashboarding and Sales Funnel/Quota Visualization or revenue insights.

• Develop and align the US Region technology roadmap for capabilities related to CRM, CLM in conjunction through BD strong team approach and the global Agile product model. 

• Manage a team of CRM and CLM business analysts to drive projects and enhancements, as well as production support activities 

• Establish, define and monitor key metrics for the Commercial Enablement Technology team 

• Work in conjunction with US Sales Effectiveness and Global Commercial Effectiveness to develop training that reflects how the technology supports the process and sales expectations.  

• Serve as key Leader/Liaison for development, requirements and testing of assigned applications across U.S. business units 

• Provide guidelines and structure with the business Delegated Administrators for governance & direction for all solutions within the CE roadmaps align to the global and regional strategies and reducing tech debt. 

• Ensure success of Delegated Business Unit Administrators through a practice council and ongoing sessions to communicate and educate on best practices 

• Continue to serve as CRM expert to ensure that the application is maximized and keeping the region informed of future state roadmaps and capabilities of CRM and integrated technologies.  

Role Requirements (Knowledge, Skill, Abilities)

• BA/BS degree

• 3-5 years of experience leading complex integrated projects

• 2+ years of sales and/or med tech leadership experience preferred

• 2+ years of people leadership experience

• Ability to deploy a strategic mindset where this person can take a vision and develop structured plans, actions and measurable metrics to execute those plans and deliver benefits within time and cost constraints. 

• Previous experience working in commercial leadership role with understanding and needs and demands of a sales associate.

• Agile mindset and ability to flex between managing and leading both people and projects 

• Strong working knowledge of the CRM application; must remain current on evolution of the platform to recommend and drive new functionality 

• Proven ability to balance priorities in a dynamic environment with multiple assigned projects and tasks 

• Experience in driving large integrated programs and lead change 

• Highly effective communication, organizational and change management skills.

• Outstanding analytical skill set and background and ability to use and leverage data to tell a story.

• Strong interpersonal skills including the ability to articulate ideas to both technical and non-technical audiences.

• Experience presenting to senior leadership in a concise manner

• Demonstrated background in effectively managing people and fostering career development; proven coaching, mentoring and leadership skills 

• Travel 20% - 30% required 

Desired Skill / Experience

• Salesforce Administrator 201 Certification and SAFe Agile framework

• Certification as a trainer or facilitator

• Experience leading projects related to customer-facing applications

• IT experience in implementation of CRM related projects 

• Experience with Agile methodologies 

• MBA

• Desire to grow into a greater commercial leadership position

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place. 

To learn more about BD visit https://bd.com/careers

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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