Director of National Accounts - Central

About the role

As Director of National Accounts (DNA) you will be assigned strategic accounts with the primary metric of success being revenue growth of the Surgery business in those accounts. This customer‑facing role requires frequent engagement with executive‑level healthcare partners to build relationships, identify Surgery opportunities, drive business results, and act as the primary link between the BDX Strategic Customer Group and the Surgery business unit.

Responsibilities

• Assigned strategic accounts; primary metric: revenue/growth of Surgery business.
• Customer‑facing: proactive engagement with executive‑level customer partners to build/manage relationships, identify/understand Surgery opportunities, drive business results.
• Drive revenue and accelerate growth across the integrated Surgery selling organization, focusing on high‑priority IDN accounts.
• Develop and coordinate execution of the Surgery strategy at assigned accounts.
• Drive cross‑selling and contracting across the full Surgery portfolio.
• Act as the primary link between the BDX Strategic Customer Group (SCG) and the Surgery business unit.
• Drive the business planning process to increase customer engagement and find collaboration opportunities across Surgery businesses, delivering incremental growth.
• Collaborate with the Surgery US commercial team and SCG to develop/implement Surgery strategy, drive Surgery‑wide cross‑sell and contracting, and act as the link between Surgery and SCG in covered accounts.
• Territory includes OH, MN, IL, MI, WI.
• Drive the Surgery account planning process for sustained profitable growth, increased customer engagement, and cross‑business collaboration.
• Extensive internal collaboration with US commercial team (platform sales, clinical, marketing) and SCG at the BDX level.
• Act as the “Voice of the business” in SCG account broader strategy development.
• Identify and pursue areas where other business units can unlock opportunities.
• Ensure business unit account strategies align with BDX‑level strategies at SCG accounts.
• Coordinate development and negotiation of “BU” contracts.
• Facilitate contract negotiations with appropriate leadership approvals.
• Monitor for compliance and coordinate response to non‑compliance.

Requirements

• 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.

Skills

• Results Driver – Ability to drive proactive solution‑oriented selling with clinical and economic partners to achieve account goals.
• Relationship Lead – Ability to develop and deepen relationships with executive‑level healthcare decision makers.
• Partnership and collaboration – Influences others without authority through trust and credibility across the enterprise.
• Innovator – Think expansively about the value BD can bring to customers and create compelling ideas for decision makers.
• Project Manager – Ability to drive processes through disciplined project management and hold others accountable for coordination and execution.
• Industry Expert – Strong knowledge of health system dynamics, market trends, and high “Healthcare IQ”.