Director, MDS New Ventures – Digital VAM Solutions

HK Recruiting - San Diego, CA, United States


This position is part of Medication Delivery Solutions (MDS), our Client’s largest Business Unit with 3.8B in annual revenue. MDS is comprised of the world-leading products needed to safely prepare and administer medication, such as intravenous catheters, IV sets, connectors, flush syringes, Chloraprep infection prevention products, hazardous drug safety containment items, and hypodermic syringes. MDS is focused on reducing complications, improving patient safety/outcomes, and lowering total cost of care around the world.

This role will have direct responsibility for the VAMguard program, a multi-faceted initiative aimed at reducing Vascular Access Management (VAM) complications through a combination of services, software, and smart connect devices. This VAMguard program builds on the successful track record of hundreds in person VAM Assessments conducted in 30 countries around the world evolving to a digital platform that enables ongoing continuous improvements within hospitals enabling deeper insights into causes of complications.

The Director of Digital VAM Solutions will work within the New Ventures Group to support the team’s charter to develop future innovative product concepts, services and/or value offerings for MDS, beyond our Client’s core global platforms. This role will lead large cross-functional teams to develop digital concepts from a commercial, technical and clinical perspective with the goal of advancing opportunities through the innovation process through commercial launch.


  • Lead a team of three strategic marketers in charge of shaping new digital ecosystem projects in development from concept to launch.

  • Build and lead a cross-functional leadership team to successfully guide the development of digital solutions to market including collaboration with R&D, Medical Affairs, Program Management, Human Factors, IT, Quality, Regulatory, Manufacturing, Global Customer Service etc. Scope of projects includes the digital VAM and Site Scan initiatives. Additional projects and team members will continue to expand based on opportunities identified.

  • Drive cross-functional execution of growth opportunities, identify underlying clinical needs, evaluating market size and optimal segmentation, assessing customer willingness-to-pay and adoption, identify likely regulatory pathways, assessing IP and evaluating possible partnership/acquisition scenarios, and create commercialization strategies.

  • Guide and mentor teams how to identify, prioritize and validate solutions for areas of unmet need through fact-based market and customer insights research as well as how to create and validate value propositions and develop concepts (customer presentations, wireframes) for digital solutions and share with users and target buyers to create detailed commercial requirements for development teams.

  • Coach teams how to create and validate business cases include financial, commercial, regulatory and operational details. Develop team expertise in how to maximize market research to validate business case assumptions and forecasts. Inspire teams to develop and validate new business models and pricing strategies for commercializing software and connected ecosystem solutions.





  • Identify and build plans for organizational capabilities needed to develop and commercialize digital ecosystem programs including user interface development, service, implementation, and selling skills.

  • Drive a culture of customer intimacy leveraging new approaches to stay in tune with customer and market trends. Identify and execute methodologies to validate new customer workflows leveraging our digital ecosystems such as external ethnographic research, interviewing clinical and commercial subject matter experts and attending related industry conferences.

  • Build positive relationships across business unit groups to collaborate on technology roadmaps and commercial strategies in areas of synergy to further strengthen the value of our emerging digital ecosystems, bring more value to our customers, and strengthen differentiation of BD’s offering.

  • Drive an innovative culture to experiment and test bold ideas with a speed-to-market, minimal loveable product and fail fast mentality. Build trust and inclusion within cross-functional teams to maximize diversity of thought to achieve the best solutions.


    The successful candidate will have a consistent record of leading the development and commercialization of innovative solutions within the healthcare industry. Strong strategic thinking, analytical capability, product development and cross functional collaboration is required. Experience developing digitally connected hardware and software is preferred.

    The candidate will have a reputation and record of collaboration with peers, team members and leadership as well as outside advisors and customers. S/he should have a demonstrable history of actively partnering with the R&D and the clinical community to collect, develop and commercialize new product ideas, as well as to help understand and communicate technological advancements. The candidate will also need to identify external partnerships or acquisitions which can support/enable the identified areas of opportunity and advance innovation pipeline (including for core platforms where relevant).

    Required Knowledge, Skills and Attributes:

  • Experience with digital health required, experience with connected medical devices a plus.

  • Demonstrated strategic capabilities with consistent track record of translating strategy to tangible revenue growth opportunities.

  • Sophisticated fact-based, critical thinking skills that are used to develop strategies and proposals including financial analysis, market sizing and competitive landscape assessment.

  • Experience in planning and executing market research with customers, preferably in a hospital setting.

  • Demonstrated ability to build a defined plan from an ambiguous starting point and engage across functions and regions to gather inputs and support.

  • Strong technical understanding and ability to define and prioritize opportunity areas and engage R&D to understand possible solutions and offerings.

  • Experience with innovation process and driving innovation projects/initiatives.

  • Experience with business development and inorganic opportunity identification and assessment.

  • Highly effective interpersonal skills and emotional intelligence that have resulted in positive relationship building, with the ability to work in a highly matrixed organization and to influence without authority.





  • Strong organizational skills and demonstrated ability to meet tight timelines in an environment of competing priorities. Proven ability to work in high-paced environment and routinely work on multiple tasks with multiple people while effectively prioritizing.

  • Indirect leadership of cross-functional team

  • Integrate technology road maps across MDS and MMS where applicable.

  • Oversee strategic market research planning and executions, simulations, pricing research, business model development

  • Up to 20%+ domestic travel required (contingent on travel policies)


  • Bachelor’s Degree and MBA required (or equivalent education or work experience), with focus on sciences/engineering a plus.

  • Minimum of 10 years of experience in Commercial/Strategic roles (management consulting, strategic innovation, commercial execution) with some experience in the MedTech or healthcare industries.

  • Demonstrated people management/talent development, with 5+ years of team management, highly preferred. Experience in building integrated and effective teams.

  • Consistent track record of high performance and results.

Posted On: Tuesday, August 31, 2021

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