Director, National Accounts, MMS - Midwest

Becton Dickinson Medical Devices•San Diego, CA

About The Position

As Director of National Accounts, you will be accountable for the relationship between BD Medication Management Systems (MMS) and its largest customers. You will be responsible for delivering a well-managed and growing business by understanding both the customers’ and BD's 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 leads through influence, and together, deliver meaningful and measurable customer outcomes. Candidates located on the east coast are preferred. BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is o ur 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.

Requirements

Minimum bachelor's degree required; graduate degree preferred.
Minimum 10 years of progressive sales experience required
Strong presentation skills, and ability to build Executive relationships.
Ability to travel 50% required
Proven product knowledge in business area preferred
Must possess and maintain a valid state-issued license driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards.

Responsibilities

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.
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 90-day rolling forecast for assigned accounts.
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.
Develops 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.