Director of National Accounts - Central

Becton Dickinson Medical Devices • Warwick, RI

1d • Onsite

About The Position

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 to include OH, MN, IL, MI, WI

Requirements

• Four-year college degree required
• Ten years experience in sales or account management highly 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
• Excellent written and verbal communication
• Digital literacy in Microsoft Excel, PowerPoint and Word
• Ability to travel 50+%

Nice To Haves

• Five years people leadership experience preferred

Responsibilities

• 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

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director