Director of National Accounts - Central

About the role

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 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. 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 requiring frequent engagement with executive level customer partners to build and manage relationships, identify and understand Surgery opportunities, and 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, and (3) acting as link between Surgery and SCG in covered accounts to drive overall Surgery growth. Territory to include OH, MN, IL, MI, WI.

Responsibilities

• Assigned strategic accounts with primary metric for success being growth of the Surgery business in those accounts.
• Proactive frequent engagement with executive level customer partners to build and manage relationships, identify and understand opportunities, and drive business results.
• Drive the Surgery account planning process designed to drive sustained profitable growth, increase customer engagement, and find opportunities to collaborate across the businesses.
• 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 and coordinate response to non‑compliance.

Skills

• 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 the 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, and high “Healthcare IQ”.
• Executive Presence.
• Excellent written and verbal communication.
• Digital literacy in Microsoft Excel, PowerPoint and Word.
• Ability to travel 50+%.

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.

Pay

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