BD (Becton, Dickinson and Company) Director, National Accounts-Medbank West - REMOTE in San Diego, California
Job Description Summary
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BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.
Director National Accounts- MedBank West
The Director National Accounts (DNA) is accountable for the relationship between BD Medication Management Systems (MMS) and its Top Care Continuum customers, responsible for delivering a well-managed and growing business by understanding both the customers’ and BDs business strategies and initiatives, and by selling Pyxis, MedBank, and Connected Medication Management solutions that bring value to our customers. This position will build and foster strategic relationships with senior leaders at the largest Care Continuum Health Systems in the US. The successful candidate will orchestrate a large, diverse, internal team that they will lead through influence without authority, and together, deliver meaningful and measurable customer outcomes.
The DNA is responsible for managing one or more accounts at the corporate and divisional level. Their primary responsibilities include:
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 Business : Demonstrates pristine execution of the BD sales process to deliver accelerated adoption of medication management solutions through new and competitive business acquisition while also increasing customer satisfaction, engagement and loyalty resulting in account retention.
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.
Account Team Leadership : Orchestrates BD MMS resources to meet and support customer and BD needs. Fosters 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. Optimizes forecasts, pipelines, and new opportunities to meet revenue and product penetration growth goals. Emulates high ethics and trust to comply with the BD Way
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 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.
Ensures Forecast Accuracy: Responsible for accurately forecasting and managing all enterprise and divisional opportunities within area of responsibility.
Performance: Demonstrated multiple years of over quota performance for current and competitive accounts.
Strong Analytics Skills: manages, measures, and can effectively report out on the customer install base, book of business, complex proposals and contracting, key performance indicators, and overall management of the business supported by data.
Increase Market Share : Demonstrates pristine execution of the BD sales process to deliver accelerated adoption of medication management solutions through new and competitive business acquisition.
Technology Optimization : coordinates with Global Customer Service to ensure successful adoption and optimization of customer acquired technology.
Knowledge and Skills:
Situational (Flex) Leadership
Influencing without Authority
Strong understanding of the MMS sales process
Demonstrated Competitive Sales Skills
Understanding of Contracting processes
Demonstrated ability to build followership within the organization and within our customer base
Strong sales acumen. Ability to lead from the front along with the ability to build sustainable processes leading to sales success
Strong presentation, White Boarding, and Trusted Advisor Skills
Demonstrated ability to drive sales results through a loyal, cohesive, customer centric sales organization.
Spanning Boundaries (enterprise thinking)
Ability to present strategic options for success to Senior Leadership
Teamwork and Collaboration
Identify and analyze business opportunities
Applying business and financial acumen
Drive and deliver results
High Impact Delivery/Presentation
- Bachelor's Degree
Why join us?
A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.
You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.
To learn more about BD visit https://jobs.bd.com/
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.
Primary Work Location
USA CA - San Diego Bldg A&B