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.  

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, where aligned with the reseller model.  

Drive disciplined commercial execution through indirect channels.  

• 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.  

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.  

• 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.  

Ensure incentives and operations support sustainable performance.  

• 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 SalesForce discipline.  

Protect BD, patients, and partners through disciplined compliance.  

• 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.  

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.  

Experience Required: 

• Bachelor’s degree required; MBA or advanced degree is preferred. 

• Minimum of 10 years progressive MedTech/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 and indirect environments. 

• Strategic thinker with strong commercial judgment and the ability to translate strategy into execution. 

• Highly organized, results‑oriented leader capable of managing multiple priorities in a fast‑paced environment. 

• Analytical mindset with a track record of using insights and data to drive better business decisions. 

• Strong time management skills with an ability to maintain numerous priorities and meet established deadlines. 

• Self-motivated, takes on additional responsibilities, and handles priorities with minimal direction. 

• Seasoned judgment acquired through organizational experience and achievements applying innovative sales principles. 

• Ability to travel around 75% domestically; additional international travel could be required on occasion (less than 10% of the time), to include multiple overnight trips.