Job ID R-412620 Date posted 09/14/2021

Be part of something bigger at BD. Here, you’ll help us share our innovative solutions with more clinics, physicians, pharmacies and medical entities which will in turn benefit the health and well-being of people and patients all over the nation. It’s an exciting, challenging and rewarding role, but you’ll be working from a place of strength thanks to our trusted name, and the belief in our products that you’ll quickly develop. Here, you’ll be channeling all your sales skills and experience into one singular goal: advancing the world of health™. At BD, you can make a true difference of one.

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Job Description Summary

Job Description

Be part of something bigger!

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.

The Director Medication Management is accountable for the relationship between BD Medication Management Systems (MMS) and its largest customers, responsible for delivering a well-managed and growing business by understanding both the customers’ and BDs business strategies and initiatives, and by selling Connected Medication Management solutions that bring value to our customers. This position will build and foster strategic relationships with senior leaders at the largest 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 Director Medication Management is in charge of managing current and prospective customers in the top 200 accounts at the corporate, divisional, and flagship hospital 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 the Business in Current Customers: Develops and executes effective strategies that increase customer satisfaction, engagement and loyalty resulting in account retention and growth

  • 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 to ensure effective execution of a 36-month plan for their assigned accounts. Optimizes their pipeline 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.

  • Forecasting: Responsible for the 90-day rolling forecast for their assigned accounts.

  • Performance: Demonstrated multiple years of over quota performance for current and competitive accounts.

  • Pure Competitive Sales Skills: responsible for executing all steps of the sales process in assigned accounts where we do not currently have one or more of our core platforms implemented today.

Knowledge and Skills:

  • Servant Leadership

  • 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)

  • Thinks Strategically

  • Matrix Leadership

  • 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

  • Negotiates effectively

  • High Impact Delivery/Presentation

  • Software background

Minimum Requirements:

  • Bachelor's degree required; graduate degree preferred 

  • Min 10 years progressively responsible sales management experience 

  • Strong presentation skills 

  • Executive relationships 

  • Ability to travel 50% of time 

  • Proven product knowledge in business area 

  • Valid driver's license 

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

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

Additional Locations

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Advancing the world of health™

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. BD helps customers enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.

I’m proud to work at BDI Surgery and BD because the work we do every day optimizes surgical outcomes and enhances patients’ lives.

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VP Sales & Commercial Excellence

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VP Marketing and Commercial Excellence

Getting our customers the right information on time so they can focus on their science and diagnostics needs is why I come to work every day.

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Vice President Global Marketing



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