Background 

Becton Dickinson (BD) is a global medical technology company dedicated to improving medical discovery, diagnostics and the delivery of care. BD leads in patient and health care worker safety and the technologies that enable medical research and clinical laboratories. 

Medication Management Solutions (MMS) is a division of BD that offers integrated solutions across the entire patient journey from hospital admission through to discharge and beyond. 

The business strategy and benefits of MMS include improved patient and clinician safety through accuracy of medication, and an unprecedented ability to reduce clinical errors. MMS utilises a wide range of skills from complex automation and robotics through drug administration and clinical expertise. 

The Challenge 

Due to BD MMS’ roadmap of planned innovative products and software solutions, the team identified the burning need to increase their sales force hiring decisions planned for late 2019 and further into 2020 to enable strategy deployment. 

The continued scaling of the business requires technology-savvy talent from across regions, which is not always found within the medical industry. BD required a thorough market and talent analysis and guidance as to where the talent can be found and which sectors, they can hire the talent from; what is the demand and the supply and who are they competing with for the talent. 

The Solution 

The MMS project started with Cielo Executive Search (CES) scoping an extensive, multi-country talent mapping exercise. To support BD and provide an insight into the latest technical (connectivity, M2M, IoT) capability, CES delivered a cross-industry study and prospect candidate overview for sales representatives and business development manager job groups in all the key markets in Europe. CES worked very closely with the BD MMS leadership workgroup to define the requirements, competencies and from there shape the strategies on where the relevant talent could be found. The project was broken down into several “waves” to assure alignment with the business and shape the actual talent map approach. 

Our comprehensive report included a collation of the following data: 

  • Adjacent sector analysis including location data, employee value proposition (EVPs) and market insights to inform future attraction strategies across 11 countries. 
  • Talent distribution: talent baseline, educational attainment, years of experience and tenure as well as the demand vs supply analysis. 
  • Candidate benchmark profiles and industry hiring behaviours. 
  • A comprehensive longlist of qualified talent shared with BD, ready to be approached with c. 1,7k candidates mapped 

Our findings showed that BD should target healthcare IT and pure technology companies. It meant targeting traditional hires alongside ‘non-traditional’ talent, who would be unaware of the impact their skills could have within a medical company – and ultimately on patient safety. 

This intel was used to build up a talent attraction strategy executed by the Cielo employer brand and the recruitment process outsourcing (RPO) client teams. 

The Results  

CES managed to execute a large-scale programme of work in less than 3 months, in time for the business to launch their talent pipelining and hiring for 2020. Due to COVID-19 however, focus shifted from direct recruitment into building talent pools for future roles. 

In collaboration with the Cielo brand, the RPO talent acquisition team were able to engage with 1,695 market mapped candidates. By understanding BD’s employer brand, the recruiters were able to increase engagement with the candidates and provide a more high-touch candidate experience positively demonstrating how their individual skills could support the growth of MMS. As a result, there is a pool of 226 engaged candidates wanting to join BD’s talent community in readiness for business growth. 

This success has also inspired other parts of the business, internationally, to begin similar campaigns. 

Cielo Quote 

“The Cielo Executive Search team are grateful for our continued partnership with BD.  Working on impactful projects with an organization with such purpose is truly enriching and we are looking forward to supporting our stakeholders more in the future”. 

- Craig Pointon, EVP & Global Head of Executive Search 

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