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Marketing Director - Specimen Management

Mahwah, NJ

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.

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The Director of Marketing, Specimen Management Business Group is responsible for driving profitable growth of the Specimen Management Business Lines, and other Business Group objectives through the development of comprehensive commercial and product marketing strategies and execution of tactical marketing plans and programs. The position will work in close partnership with their team, US IDS Sales Leadership and the Global Marketing teams to ensure that short and long-term growth objectives for the SM Business are achieved. The role will be responsible for leading a team of Business Line Marketing Associates. The Director of Marketing reports directly to the Sr. Director of US & Global Marketing Specimen Management.

Marketing Management

  • Lead the development, implementation and execution of commercial and product marketing strategies and plans to achieve the Business Group objectives. This includes, but is not limited to: market analysis, assessment, segmentation (CenterPoint), targeting and demand forecasting, product launches, pricing strategies, digital marketing, marketing automation, eCommerce campaign development and associated sales tools.
  • Develop, communicate, and execute quarterly, annual and ASR strategic marketing plans leveraging the BD Way of Marketing and supported by rigorous fact-based insights.
  • Complete and institutionalize value offers for all major product categories - value offers must be able to "elevator" up to the higher Specimen Management brand promise and support C-Suite value creation.
  • Establish, implement, and maintains "best practices" in brand marketing and product development marketing, this includes use of BD Way of Marketing and CenterPoint tools. Responsible for the 4 Ps of Marketing: (1). Pricing excellence & governance, (2) Promotions to include US tradeshows, marketing programs, and digital marketing, (3) Place to include the distribution strategy executed by Business Solutions and Channel Management and (4) Product, partnering with global teams to ensure next generation solutions will add value to the US region.
  • Represent and contribute US market trends and the voice of customer (VOC) to the global product development planning process.
  • Identify and maintain strong relationships with key opinion leaders, customers, professional associations, and advisory boards in the US.

Commercial Excellence & Salesforce Effectiveness

  • Drive the adoption of innovation and higher value products through integrated marketing programs, inclusive of market shaping and development.
  • Establish fact-based account targeting and messaging strategies to drive optimal return on sales, inclusive of account-based marketing aligned to the BDX US Region.
  • Identify new business opportunities and target accounts. Develop marketing programs to retain and increase penetration in existing BD customers, and convert competitive accounts.
  • Effectively leverage digital marketing programs to drive sales funnel performance (velocity and yield) and to enhance the customer experience post-purchase aligned to our Global CX strategy.
  • Develop and execute strategic initiatives that enhance the mutual (Customer/BD) lifetime value extracted from instrument placements.
  • Partner with Sales Leaders to drive sales process rigor, leveraging SPI and the BD Way of Selling, and funnel management to drive profitable growth.
  • Establish training programs for new hires and the current sales organization that results in category share gain.
  • Partner with Business Operations and Analytics to track and report Sales performance aligned to business objectives and KDGs.
  • Establish annual pricing corridors by class of trade in partnership with Global Marketing and the US Region Commercial Leaders. Leverage value-based pricing strategies and contracting excellence to accelerate sales growth and profitability.
  • Works closely with GPO & NRL teams and BDX SCG to develop and negotiate agreements with key accounts in order to leverage SM and BDX product lines to maximize account penetration and category share.
  • Partners with the GPO & NRL Teams to implement contract compliance opportunities.

General Leadership

  • Effectively partner and collaborate within the matrix to drive key strategic and tactical marketing initiatives.
  • Responsible for monthly demand forecasts and quarterly financial forecasts.
  • Collaborate with Sales and Marketing Operations to ensure timely and accurate communication of sales forecasts.
  • Manage and optimize expense budgets to achieve business goals and objectives.
  • Effectively lead talent management efforts to ensure required human resource capabilities are in place to execute strategies.
  • Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
  • Flexibility to travel up to 35% of the time.


  • BS/BA in Business, Life Sciences, or a closely related discipline. MBA desirable.
  • A minimum of 10 years of relevant Marketing and Sales experience in medical device and/or commercial laboratory industry is required.
  • A minimum of 5 years of Product Marketing Management and Commercial (Sales, Marketing, Service) experience is required.
  • A minimum of 5 years of experience leading teams.
  • Track record of achievement in delivering large and/or multiple projects and influencing business outcomes.
  • Demonstrated ability to develop and implement commercial strategies, and convert these into tactical marketing plans, delivering results.
  • Solid business acumen and knowledge of clinical and/or laboratory market environment.
  • Sound decision making capabilities and the ability to make decisions, even in absence of consensus when necessary.
  • Creative out-of-the-box thinker who is intellectually curious, stays current on new trends, and takes calculated risks with novel ideas.
  • Excellent presentation and communication skills for a wide variety of audiences.
  • Excellent interpersonal skills and ability to develop strong relationships with key opinion leaders, customers, advisory boards, and potential or existing business partners.
  • Strong leadership skills with an ability to set a vision, lead change and to motivate others.
  • Strong leadership presence with ability to utilize organizational channels, experience and influencing skills to effectively negotiate and persuade others.
  • Ability to navigate a matrixed organization and work well cross functionally.
  • Strong organizational skills and ability to meet tight deadlines in an environment of competing priorities. Ability to routinely work on multiple tasks with multiple people while effectively prioritizing.


  • Depth of Marketing Knowledge with at least 5+ years of marketing experience, including expertise in market assessment, market segmentation, product launch planning/execution and product lifecycle management.
  • Depth of Market Knowledge with at least 5+ years of industry experience, including expertise in BD and competitive product portfolios, customer applications and unique needs, and product performance attributes.
  • Proven Strategic Thinking capability, including near-term and long-term portfolio strategy development, alternative analysis, and efficient resource management.
  • Honed Tactical Skills ranging from customer needs identification/definition to market, competitive analysis and collateral development.
  • Demonstrated Analytical Strength in financial analysis, forecasting, scenario analysis and ROI modeling.
  • Strong Customer Focus including value proposition development, needs identification, training development, experience in the field with sales force and customers, and a bias towards responsiveness.
  • Track record of Creativity in new product idea generation, customer needs identification and problem solving.
  • Track record of Continuous and Versatile Learning, both formal and informal (by observation, by doing, and learning from mistakes).
  • Clear Action Orientation manifested by fast pace with minimal supervision, effective priority balancing, and generally competitiveness.
  • Highly effective interpersonal skills and Emotional Intelligence that has resulted in positive relationship building, cultural savvy, openness, and good team work, all with a high degree of ethical standards, proficient in working in a matrix environment.
  • Strong Process and Structure Orientation to ensure that limited resources are effectively and efficiently utilized. Proven record with developing project plans and executing within to ensure that new opportunities are quickly processed and dealt with.
  • Comfort with Ambiguity, especially for identifying and assessing new opportunities.
  • Excellent Communication and Interpersonal Skills to work effectively across organizational boundaries and with customers; good listener who is able to translate input into actionable information; excellent team leader and team player.
  • Grounding in Technology and practicalities regarding what is and isn't feasible and under what kinds of circumstances.
  • Track record of Successful Product Launches (meeting customer needs and meeting business expectations in terms of timing and financial results).
  • Driven for Success and record of timely and effective execution in spite of multiple/conflicting priorities.
  • Strong Leadership Track Record, including successful team leadership, developing others through direct management and through indirect mentoring, and influencing without authority.

Click on Apply if this sounds like you!

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.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization's investment in BD University, you will continually level up your tech skills and expertise.

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

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.

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift

Client-provided location(s): Franklin Lakes, NJ 07417, USA
Job ID: BD-65184061568
Employment Type: Other