Job Description Summary

Job Description

We are the makers of possible! 

BD 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. 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

Summary:

The Director of National Accounts is accountable for the relationship between BD Medication Management Systems (MMS) and its largest customers, responsible for delivering a well-managed and growing business by understanding both the customers’ and BDs business strategies and initiatives, and by selling Connected Medication Management solutions that bring value to our customers. This position will build and foster strategic relationships with senior leaders at the largest Health Systems in the US. The successful candidate will orchestrate a large, diverse, internal team that they will lead through influence without authority, and together, deliver meaningful and measurable customer outcomes.  

What is expected of you for success in your role:

The Director of National Accounts oversees the management of current and prospective customers in the top 50 accounts at the corporate, divisional, and flagship hospital level.  Their primary responsibilities include:

• Account Planning and Strategy: Intimately understands the customer’s business strategies and industry direction and generates long-term, agile, and customer-centric plans that align customer and BD MMS business priorities.

• Customer Relationship Development: Owns the overall corporate and divisional relationships, with a focus on C-level engagement, and builds strategic partnerships as a trusted advisor.

• Protect and Grow the Business in Current Customers: Develops and executes effective strategies that increase customer satisfaction, engagement and loyalty resulting in account retention and growth.

• Account Team Leadership:

  • Orchestrates National Team and BD resources to meet and support customer and BD needs.

  • Leads the assigned account core and sales teams by fostering an environment of teamwork and accountability.

  • Engages across the BD US Region, if needed, to improve coordination and sponsorship.

• Effective Opportunity Management: Seeks both short- and long-term opportunities to ensure effective execution of a 36-month plan for their assigned accounts. Optimizes their pipeline and new opportunities to meet revenue and product penetration growth goals. Emulates high ethics and trust to comply with the BD Way

• Possesses Industry/ Competitive Knowledge: Anticipates key business, marketplace and competitor dynamics and develops and implements strategies that ensure growth, mitigate risk and differentiate BD MMS in the assigned customers.

• Forecasting: Responsible for the 90-day rolling forecast for their assigned accounts.

What is expected of you and others at this level in Direct Sales:

• Serves as a Customer Advocate: Serves as an internal advocate on behalf of the customer to functional areas, such as; marketing, platform, support, contracts, and more.

• Engages in Roadmap Planning: Partners with customers to develop aligned technical and product roadmap and garners support and resource allocation for effective implementation.

• Development of Account Engagement Plan: In collaboration with the account team develops a comprehensive engagement plan to ensure corporate, regional, and local contacts/facilities are engaged/contacted on a regular basis in order to maintain/grow relationships.

• Develops Key Influencers: Engages key influencers at the divisional and/or flagship facility levels to ensure their proactive support of BD MMS products and solutions.

• Ensures Value Deliver: partners with clinical and Global Customer Support team members to deliver Quarterly Business Reviews to customer executive teams articulating the value delivered through MMS solutions and consults on opportunities for continued improvement.

• Performance: Demonstrated multiple years of over quota performance for current and competitive accounts.

• Pure Competitive Sales Skills: responsible for executing all steps of the sales process in assigned accounts where we do not currently have one or more of our core platforms implemented today.

Required Qualifications:

• Bachelor's degree required; graduate degree preferred 

• Min 10 years progressively responsible sales experience 

• 5 years key account management experience

• Strong presentation skills 

• Executive relationships 

• Ability to travel 50% of time 

• Proven product knowledge in business area 

• Valid driver's license 

Preferred Qualifications:

• Situational (Flex) Leadership

• Influencing without Authority

• Strong understanding of the BD MMS sales process

• Deep understanding of the BD MMS (Dispensing and Infusion) product portfolio

• Demonstrated Competitive Sales Skills

• Understanding of Contracting processes

• Spanning Boundaries (enterprise thinking)

• Ability to present strategic options for success to Senior Leadership

• Applying business and financial acumen

• Drive and deliver results

• Negotiates effectively

• High Impact Delivery/Presentation

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $115k-$225k - Annual Range includes Base + Incentive

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

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 health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

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

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status. 

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