Sales Market Development Vice President

We Are The People Who Give Possibilities Purpose

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.

• 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 Sales Force 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.

• Bachelor’s degree required; MBA or advanced degree is preferred.
• Minimum of 10 years progressive Med Tech/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…