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Medical Affairs, Director, Strategic Alliance and Clinical Solutions PAS - United States  

Becton Dickinson (company)

Posted on : 03 September 2017

Project Description

Reporting to the WW VP-Medical Affairs PAS, this global position is accountable for strategic alliances with Instrument Companies and expanding beyond to include other BD BUs, and Professional Organizations. This role leverages existing and new alliances for Preanalytical Systems to assess and create co-development and co-marketing opportunities with potential market partners and channels.
This position is critical to the strategic market development of new areas for Strategic Innovation (e.g Informatics/Data Analytics, NPT in retail, patient driven testing, etc.), including joint Quality and Improvement initiatives. This role is also accountable for developing and leading the PAS Clinical Solutions Ecosystem, focused on providing customer-centric value, harmonizing and optimizing PAS Brand, and articulating ROI. This position works closely with Global Marketing, R&D and Strategic Innovation to develop a GPDS-like system for Solution Development and Execution.

Job Description

  • Working with Global Marketing, Strategic Innovation, and R&D (NPD and SE), opportunistically embed Clinical Solutions into product development as part of the GPDS process. 
  • Lead Alliance Management initiatives internally and externally, strategically matching value drivers, competencies and expected outcomes with capacity and resources.  Strategic support for Containment, Acquisition and Strategic Innovation platforms.
  • With a clinical customer-centric focus, working with Global MA, Marketing and Regions, harmonize and optimize existing and new Services, Tools and Solutions, ensuring metrics to articulate ROI to the customer and business. 
  • Strategic contribution to market development for Informatics/Data Analytics and support of the BDX HIT initiatives which impact PAS. 
  • Contribute strategically to Talent Development within PAS business to leverage and execute best practices in Alliance Management, Clinical Solution development and the quality delivery of scalable services and tools globally
  • Align with BDX customer-centric initiatives to optimize BDX brand and competitive differentiation

As a leader within PAS Medical Affairs LT and PAS Global Clinical Council, contributes to the development and execution of the PAS Medical Affairs strategy.  Responsible for execution of all Alliance Management initiatives throughout new product development, sustaining engineering and pre/post-market development. 

Leads the development of customer-centric Solution strategy for strategic BD PAS products and is responsible for generation of metrics which inform PAS business ROI decisions. Collaborate with regional MA PAS associates to implement customer centric solution strategy globally.  Strategically contributes to the integration of KOL, VOC, and Instrument Company input into project value drivers.  Responsible for Alliance Management and Solution strategies that leverage and contribute cross-regionally and cross-functionally. Proactively manages capacity and resource requirement.  Customer-centric role in influencing key business decisions within PAS MA. Serves on the world wide PAS Medical Affairs leadership team and the Global Clinical Council Core Team.  Responsible for business impact of customer-centric solutions. 

1 direct report:  Program Manager - Alliance Management JG4, and contract staff

Example of team(s) membership/leadership

PAS MA Leadership Team, GCC Core Team, NPT Core Teams, Informatics/Data Analytics project team, BDX HIT

Examples of internal (BD) contacts:

Core Team Leaders, PAS Innovation Teams, PAS Global Marketing, PAS Regional Marketing and MA leaders, PAS Medical Affairs Leadership team members

Examples of external (outside of BD) contacts:

Instrument Companies (e.g. Abbott, Siemens, Roche Diagnostics, Beckman Coulter, etc.)  working relationships with Bus Dev, Marketing, Scientific Affairs, CEO levels; Professional Organizations (CAP, IFCC, AACC, CLSI, ISO etc.); KOLs in Lab Medicine, Patient Experience, Decision Support, Nursing, Preanalytics, etc.

Impact on Business Results Degree of Accountability:  

Ensure quality standards for Solution delivery are implemented globally.

Accountable for Laboratory Consulting Services (LCS) strategy design, execution and business impact (linkage of value initiatives and services to business growth and retention results).

Working with Regional Medical Affairs Leads, ensure global and regional capabilities to demonstrate the value of Alliance Management and Lab Consulting Services initiatives for competitive differentiation.  Direct and escalate strategic troubleshooting initiatives to resolve quality and instrument compatibility issues that arise regionally and globally through robust alignment and relationships with instrument companies and PAS internal processes.   Accountable to ensure that the LCS database provides strategically valuable data, contributing to requirements management within GPDS.  Through ongoing market sensing, discover and leverage opportunities to work across BDX (e.g. Best Practices, Informatics/Data Analytics, etc.).

Financial Impact: Describe the degree to which the position has an impact on those things that drive revenue generation and profitability and provide examples.

Accountable to collate, analyze and communicate the impact of Clinical Solutions and LCS tools that enable the regions to accelerate growth; ensure that the appropriate metrics are in place to monitor the impact of LCS regionally and globally in order to deliver on the retention and growth objectives in the business.  Accountable to deliver on joint Instrument Company-BD projects per business strategy.    Lead BD-IC strategy to shape alliances, sensing opportunities, identifying and pursuing win-win value propositions, transitioning to PAS business team for execution.

Accountable to manage the Alliance Management budget.  Responsible to deliver on business impact goals for Alliances, KOLs and Clinical Solutions

Essential Functions

The purpose of this section is to help identify any modifications or adjustments to the work environment that might enable a qualified individual with a disability to perform the essential functions of the position.  If there are any additional functions (not identified in the responsibilities section above), including physical capacities, that require a significant amount of time, and that would lead to a serious consequence if not performed, identify and describe those essential functions here.  Please refer to the Guidance document for more information.

6.  KSA Requirements (Knowledge, Skills, and Abilities)

Strong business acumen

Recognized subject matter expert in Laboratory Medicine, Preanalytical Errors and Patient Safety

Advanced knowledge and familiarity with Instrument Companies and Professional Organizations

Deep understanding of healthcare and clinical laboratory markets


Strategic thinking and execution skills

Excellent interpersonal and communication skills

Proven ability to influence individuals and organizations

Demonstrated leadership skills

Demonstrated customer centricity

Demonstrated strengths in innovative ideas and approaches, strategic thinking, analytical and problem solving skills.

Ability to work with teams and to provide leadership within the medical and business communities (internally and externally)

Proven global and collaborative mindset

Project management skills

Demonstrated ability to understand, interpret and communicate complex clinical and scientific information strategically.


Degree in Medical Laboratory Sciences

Certifications such as Medical Technologist, Medical Scientist


10+ years of experience within clinical laboratory  and healthcare market

For people management position, indicate years of experience required 

5+ years of people management experience

Innovative problem-solving approaches to increasing revenue, margins, perceived product/service value and customer satisfaction;

Strong relationship building and management style;

Experience in designing and implementing partnering programs;

Ability to analyze and present data verbally and in visual/written format;  Working knowledge of Lean Sigma and CI processes;

Previous sales, marketing and business management experience is an asset.


Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift