BD (Becton, Dickinson and Company) Director of National Accounts - North West in Washington, District Of Columbia

Job Description Summary

Job Description


A newly designed role, developed to drive revenue and accelerate growth across the integrated selling organizations of the MDS business, focused on identifying and pursuing opportunities in a defined set of high priority accounts. The MDS Director of National Accounts will be accountable for developing and coordinating execution of the MDS strategy at their assigned accounts, driving cross-selling and contracting across the full MDS portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the MDS business unit.

The MDS Director of National Accounts will be assigned to 10-14 accounts, spanning the largest US strategic accounts. Their primary metric for success is the growth of the MDS business in their assigned accounts.

This is a customer-facing role, and requires frequent engagement with executive level customer stakeholders to build and maintain relationships, identify and understand MDS opportunities, and drive business results. This position will also require extensive internal collaboration with MDS US commercial team across the Catheter, Line Maintenance and Hazardous Drug Safety sales and marketing organizations as well as with the SCVPs in the Strategic customer group (SCG) at the BDX level.

The MDS Director of National Account (DNA) will be responsible for driving the business planning process designed to increase customer engagement and create synergy across the MDS businesses while delivering incremental growth. In collaboration with the MDS US commercial team and Strategic Customer Group (SCG), the MDS DNA will be responsible for (1)developing and executing the MDS strategy, (2)driving MDS-wide cross-sell and contracting, (3) andacting as link between MDS and SCG in covered accountsin order to drive overall MDS growth:


Develop, own, and execute MDS Strategy in assigned accounts:

  • Develop clearly defined MDS strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them

  • Disseminate strategy to MDS commercial teams, including conducting acct strategy reviews

  • Works with other MDS stakeholders (e.g. RBMs) to ensure strategy execution

  • Develop relationships with most influential clinical and economic stakeholders

Drive MDS-wide cross-selling and contracting at assigned accounts :

  • Craft and deliver MDS-wide value proposition message to account stakeholders

  • Coordinate development and negotiation of cross-MDS contracts

  • Own pricing and contract incentives, with appropriate MDS leadership approvals

  • Monitor for compliance, coordinate response to non-compliance

Act as the link between MDS and SCG; voice of MDS to SCG :

  • Act as "Voice of MDS" in SCG account broader strategy development process

  • Identify and pursue areas where other BUs can unlock MDS opportunities

  • Ensure MDS account strategies work in harmony with BDX-level strategies at SCG accounts

Minimum Qualifications:

  • BA/BS in business or related discipline

  • Minimum 10 years documented sales success in broad range of healthcare products

  • 3-5 years prior experience in IDN account management, including contract negotiation and execution

  • Sales/people leadership highly preferred, not required

  • Advanced knowledge of healthcare / hospital buying and contracting processes for both clinical and economic products

  • Understanding of US healthcare landscape, including role of payers, GPOs, distributors

  • Experience working across business units / segments / functions to drive results

  • Knowledge of overall MDS portfolio (Catheter, Line Maintenance and Hazardous Drug Safety) preferred

Primary Work LocationUSA NJ - Franklin Lakes

Additional Locations

Work Shift

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