Director of National Accounts - Great Lakes

We are the people who give possibilities purpose

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.

Job Description

Summary of Position with General Responsibilities:

• As Director of National Accounts (DNA) you will be assigned strategic accounts, with their primary metric for success being revenue growth of the Surgery business in their assigned accounts.
• This is a customer-facing role and requires frequent engagement with executive level customer partners to build and manage relationships, identify and understand Surgery opportunities to drive business results.
• You will drive revenue and accelerate growth across an integrated selling organization of the Surgery business, focused on identifying and pursuing opportunities in a defined set of high priority IDN accounts. The DNA will be accountable for developing and coordinating execution of the Surgery strategy at their assigned accounts, driving cross-selling and contracting across the full Surgery portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the Surgery business unit.
• The DNA will also be responsible for driving the business planning process crafted to increase customer engagement and find opportunities to collaborate across the Surgery businesses while delivering incremental growth. In collaboration with the Surgery US commercial team and SCG, the Surgery DNA will be responsible for (1) developing and implementing the Surgery strategy, (2) driving Surgery-wide cross-sell and contracting, (3) and acting as link between Surgery and SCG in covered accounts in order to drive overall Surgery growth.

Territory will include IL, MI, IN WI.

The primary responsibilities of this role, are to:

• Director of National Accounts will be assigned strategic accounts, with their primary metric for success being the growth of the Surgery business in their assigned accounts.
• This is a customer-facing role and requires proactive frequent engagement with executive level customer partners to build and manage relationships, identify and understand opportunities, and drive business results.
• Responsible for driving the Surgery account planning process designed to drive sustained profitable growth, increase customer engagement and find opportunities to collaborate across the businesses.
• Will also require extensive internal collaboration with US commercial team across platform sales, clinical, and marketing organizations as well as with Strategic customer group (SCG) at the BDX level.
• Act as "Voice of the business" in SCG account broader strategy development process
• Identify and pursue areas where other BUs can unlock opportunities
• Ensure business unit account strategies work in harmony with BDX-level strategies at SCG accounts
• Coordinate development and negotiation of “BU” contracts
• Facilitate contract negotiations with appropriate leadership approvals
• Monitor for compliance, coordinate response to non-compliance

Skills and Competencies

• Results Driver - Ability to drive proactive solution oriented selling with both clinical and economic partners and achieve account goals
• Relationship Lead – Ability to develop and deepen relationships with executive enterprise level healthcare decision makers
• Partnership and collaboration – Influences others without authority through developing trust and credibility across the enterprise.
• Innovator – Think expansively about the value BD can bring to bear across our customer’s organization and create compelling ideas to bring to decision makers
• Project Manager - Ability to drive processes through disciplined project management and holding others accountable for coordination, and execution
• Industry Expert - Strong knowledge of health system dynamics, market trends, high "Healthcare IQ"
• Executive Presence
• Excellent written and verbal communication
• Digital literacy in Microsoft Excel, PowerPoint and Word
• Ability to travel 50+%

Experience & Education

• Four-year college degree required
• Ten years experience in sales or account management highly preferred
• Five years people leadership experience preferred
• Seven years experience in the healthcare industry required
• Experience interacting with senior management at hospitals or health systems required
• Experience leading teams without authority required
• Experience working in a matrix environment, navigating complexity and spanning boundaries (enterprise thinking) required

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.

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

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.

$186,763 - $308,159 Base + Incentive

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.

Required Skills

Optional Skills

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Primary Work Location

USA RI - Warwick

Additional Locations

Work Shift