Sales Market Development Vice President

We are the people who give possibilities purpose BD. Becton, Dickinson & Company is one of the largest global medical technology companies, advancing the world of health with innovative solutions across design, engineering, manufacturing, and marketing.

This role reports to the VP/GM of US Sales for the Surgery Business Unit and has dotted-line responsibility to the Surgical Solutions Sales Platform Leader. The primary objective 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.

• 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 an 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 aligned with the reseller model.
• Drive disciplined commercial execution through indirect channels, including new product launches, clinical programs, and promotional initiatives.
• 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.
• Own financial rigor for the indirect business: 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.
• 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.
• Protect BD, patients, and partners through disciplined compliance, adhering 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.
• Build a high-integrity, performance-driven indirect culture.
• 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 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…