Director, Value Creation

Becton Dickinson NA; San Diego (CA); On-site; USD 184,000 - 294,000; Full time

Job summary

Becton, Dickinson, and Company seeks a senior strategic leader to own the end-to-end value strategy for IDN opportunities. You will architect solutions with KPI frameworks, lead deal architecture and pricing, and build financial models to drive ROI across BD MMS platforms.

The role requires extensive healthcare/MedTech experience, executive-level communication, and the ability to manage cross-functional teams through complex negotiations. Willingness to travel up to 65% is expected.

Qualifications

• Bachelor's degree is required.
• 7+ years in healthcare operations/management, provider transformation, MedTech solution development, or value engineering.
• Experience with financial/deal modeling, contract structures, and solution architecture.
• Knowledge of Lean/Six Sigma/DMAIC and change management methodologies.

Responsibilities

• Own end-to-end pre-deal value strategy for IDN opportunities.
• Architect the solution with KPI frameworks, guardrails, and pricing constructs.
• Lead deal architecture including pricing frameworks and capacity alignment.
• Build and own the financial deal model with sensitivity analysis.
• Steward multi-year capital plan and ROI alignment.
• Collaborate with Sales and Value Engineering to shape opportunities and plans.

Skills

People management

Leadership

Executive communication

Stakeholder management

Analytical thinking

MS Office

Travel up to 65%

Education

Bachelor's degree

Advanced degree preferred

Tools

MS Office

Job description

Job Description

We are the people who give possibilities purposeBD 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.

Key Responsibilities

• Own the end-to-end pre-deal value strategy for IDN opportunities: scoping, planning, hypothesis-led assessments, data requests, baselines, and impact sizing across clinical, operational, and financial domains.
• Architect the solution: standardized commercial constructs, KPI and measurement frameworks, guardrails and risk language, and linkage to post deal implementation feasibility and economics across BD MMS platforms.
• Lead deal architecture: develop and standardize contract frameworks and pricing constructs; ensure commitments are aligned to operational capacity and risk tolerance.
• Build and own the financial deal model: connect revenue, margin, capacity/ramp, and outcomes exposure with sensitivity/scenario analysis; align assumptions with Finance and Delivery.
• Steward BD MMS's multi-year capital plan and align capital sequencing with account strategies, ROI/payback, and portfolio risk.
• Partner with Sales and Value Engineering to shape, accelerate, and scale opportunities: executive storylines, value hypotheses, stakeholder mapping, objection handling, and commercialization plans.
• Engage provider C-suite and senior executives (CEO, CFO, COO, CNO/CNIO, VP/Director of Pharmacy) to align on value, feasibility, risk, change readiness, and governance.
• Collaborate cross-functionally with Finance, Legal/Contracting, Clinical, Supply Chain, Product, Value Engineering/PMO, and Insights to ensure feasible, risk-balanced solutions and shorten cycle time.
• Build and mature the practice: operating model, standard work, playbooks, performance dashboards, intake templates, data dictionaries, and benefits validation methods.
• Continuously improve via closed-loop learning with Value Engineering and Insights to update pricing/packaging, contract standards, and measurement methods based on delivery outcomes and win/loss reviews.
• Recruit, onboard, and develop the Value Creation team (Value Creators/SMEs and capital planning capability); establish career paths, coaching rhythms, and utilization targets.
• Ensure quality, privacy, and compliance (HIPAA/PHI) and MedTech quality expectations throughout the pursuit process.

Knowledge and Skills required

• Must possess established people management experience, including oversight of team performance and development, as well as consistent coaching and mentoring responsibilities.
• Strong leadership skills with the ability to inspire teams and drive meaningful change across the organization.
• Exceptional executive communication and presentation skills paired with advanced consultative selling capabilities.
• Proven ability to build strong relationships and communicate effectively across all organizational levels in a matrixed environment, and with customers, fostering cross-functional collaboration, proactively escalating issues, and leading joint initiatives to ensure timely resolution and project success aligned with strategic objectives.
• Demonstrated ability to balance hands-on, detail-oriented execution with strategic, big-picture thinking, while effectively driving progress, managing competing priorities, and operating independently with minimal oversight.
• Exceptional problem-solving, organizational, analytical, and critical thinking abilities, with a proven track record of delivering innovative solutions.
• Highly organized, self-directed, with strong follow-through and exceptional customer service.
• Very strong organizational, project planning, scheduling skills.
• Proficient in the use of all MS Office tools (Email, Word, Excel, PowerPoint, Teams, SharePoint, etc.), with strong analytical skills.
• Ability to travel up to 65%.

Preferred qualifications

Advanced degree preferred (PharmD, MSN/RN, MBA, MHA, MS) Consulting background desirable. Clinical background in Pharmacy or Nursing strongly preferred; Healthcare Management experience acceptable.

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. To learn more about BD visit https://bd.com/careers .

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.

Education and Experience required

Bachelor's degree. 7+ years in healthcare operations/management, provider transformation, MedTech solution development, or value engineering. Experience with financial/deal modeling, contract structures, and solution architecture. Knowledge of Lean/Six Sigma/DMAIC and change management methodologies.

Primary Work Location

USA CA - San Diego Bldg A&B

Work Shift

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under " Our Commitment to You ."

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role. Salary Range Information $183,700.00 - $293,900.00 USD Annual