Sales Market Development Vice President

Job Title

This role will report into the VP/GM of US Sales for the Surgery Business Unit with the BD Interventional segment. It will also have dotted line responsibility to the Surgical Solutions Sales Platform Leader.

The primary objective of this role is to design, launch, scale, and manage a national indirect (1099) reseller model for Surgiphor—ensuring disciplined execution across strategy, contracting, enablement, governance, and revenue delivery.

In general, this role will actively collaborate with all relevant internal functions to achieve its goals. In particular, it will also collaborate with the Surgiphor Platform Sales and Marketing leaders to leverage a sound training and support strategy for those 1099 members that are aligned to the platform.

Own the creation and execution of the national 1099 reseller strategy.

• Design and implement the end-to-end 1099 indirect sales model, transitioning Surgiphor from a direct to indirect footprint.
• Define the structure, segmentation, and coverage model for 1099 resellers across Orthopedic, Plastic, and Wound Care segments.
• Establish scalable standards for recruitment, onboarding, contracting, training, performance management, and exit criteria.
• Build a consistent national contracting strategy that aligns incentives, expectations, compliance, and payout structures across all 1099 partners.
• Serve as the single point of strategic ownership for the 1099 reseller ecosystem.
• Ensure all 1099 partners are fully enabled, productive, and aligned to BD expectations.
• Develop and oversee training requirements and certification standards for all contracted 1099 resellers.
• Partner with Platform Sales and Marketing leaders to align messaging, education, selling tools, and launch readiness.
• Support and review NSM / SSM training content to ensure alignment with the indirect model.
• Establish ongoing performance governance, including expectations for activity, coverage, and results.
• Assist in planning and executing physician education and training programs, where aligned with the reseller model.
• Lead execution of new product launches, clinical programs, and promotional initiatives through 1099 partners.
• Ensure successful promotion of BD Surgery product portfolios within key accounts, IDNs, and GPO-aligned accounts.
• Collaborate with Area Vice Presidents, National Accounts, and field teams to identify and execute priority sales initiatives.
• Represent BD Surgery at industry trade shows and key national forums, as appropriate.
• Develop and deliver monthly, quarterly, and annual revenue forecasts for the 1099 channel.
• Partner closely with Sales Leadership and Finance on revenue planning, modeling, and risk assessment.
• Support BD assessments and sales modeling activities to ensure forecasts are challenging, achievable, and transparent.
• Maintain accountability for sales budgets and expense management, ensuring P&L discipline.
• Partner with AVPs, Finance, HR, and Sales Operations on the design and execution of commission and compensation plans for indirect sellers.
• Align payout mechanics, contract terms, and governance processes to ensure clarity, fairness, and compliance.
• Champion commercial rigor and process excellence, including cadence management and SalesForce discipline.
• Ensure full adherence to BD policies, quality systems, regulatory requirements, and complaint reporting processes.
• Maintain strong knowledge of billing, reimbursement, and regulatory dynamics affecting the 1099 channel.
• Demonstrate unwavering commitment to patient safety, product quality, and ethical commercial conduct.
• Partner with the VPGM to define strategy, set vision, and deploy tactics aligned to growth objectives.
• Drive adoption of the ONE BD Mindset across all indirect partners.
• Foster an inclusive, accountable, and winning culture among 1099 resellers and internal stakeholders.
• Lead through influence, credibility, and partnership rather than direct authority.

Experience Required:

• Bachelor's degree required; MBA or advanced degree is preferred.
• Minimum of 10 years progressive MedTech/Medical Device Sales experience, including leadership roles supporting procedural environments (OR, Cath Lab, Special Procedures).
• Minimum of 5 years experience building and leading indirect or 1099 sales organizations, including contracting, onboarding, enablement, performance management, and payout governance.
• Minimum of 5 years senior commercial leadership experience managing large, complex sales teams or channels.
• Proven record of delivering sustained revenue growth, forecasting accuracy, and disciplined commercial execution.
• Strong executive presence with exceptional negotiation, communication, problem-solving, organizational, presentation, and leadership skills.
• Passion for developing talent and building high-performing, inclusive teams.
• Demonstrated ability to lead through influence in matrixed and indirect environments.
• Strategic thinker with strong commercial judgment and the ability to translate strategy into execution.
• Highly organized, results-oriented leader capable of managing multiple priorities in a fast-paced environment.
• Analytical mindset with a track record of using insights and data to drive better business decisions.
• Strong time management skills with an ability to maintain numerous priorities and meet established deadlines.
• Self-motivated, takes on additional responsibilities, and handles priorities with minimal direction.
• Seasoned judgment acquired through organizational experience and achievements applying innovative sales principles.
• Ability to travel around 75% domestically; additional international travel could be required on occasion (less than 10% of the time), to include multiple overnight trips.

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 in which 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. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

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Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Primary Work Location

USA RI - Warwick

Additional Locations

Work Shift