Job Description Summary

A 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 IDN 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.

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.

Job purpose:

A 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 IDN 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.

This is a customer-facing role, and requires frequent engagement with Executives within our Strategic Customers across Clinical and Financially focused stakeholders.  The purpose is to build and maintain relationships, identify and understand MDS opportunities, and drive business results. This position will also require extensive internal collaboration with the MDS US commercial team and marketing organizations as well as with the Strategic customer group (SCG) at the BDX level.

Duties and responsibilities

The MDS Director of National Accounts will be assigned strategic accounts, with their primary metric for success being 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) and acting as link between MDS and SCG in covered accounts in order to drive overall MDS growth:

Responsibilities:

• 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

Demonstrated competencies & capabilities

• Strategic thinking and analysis of business opportunities

• Project management, coordination, and execution

• Ability to drive solution oriented selling with both clinical and economic stakeholders

• Navigating complexity and spanning boundaries (enterprise thinking)

• Relationship development across varied stakeholders, from senior business leaders to clinical experts

• Excellent written and verbal communication with executive-level presence

• Inspiring Trust & Credibility (matrix leadership)

• Influencing others (influence without authority)

• Teamwork and Collaboration

• Ability to drive processes and deliver results

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 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

• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Performance measurement

Progress will be measured and paid quarterly based on a designated set of metrics of IDN customer accounts across all MDS business:

• Sales based criteria, potentially including:

  • Revenue growth - Growing top line sales to target at covered accounts; increasing average contract size / duration where possible

  • Contract win rate - Increased contract "win rate" against competitors; increased contract retention in existing accounts; increased net promotor score

  • Share of market - Increased penetration in existing accounts; expansion to new accounts

• Strategic criteria, potentially including:

  • MDS strategy development - MDS-specific strategy in place at all accounts and updated at least annually

  • MDS commercial team alignment - Quarterly reviews of strategy progress at all accounts; all MDS account stakeholders (e.g. sales, clinical) able to articulate strategy

  • Advancement of MDS business - Clearly identified growth opportunities and/or defense priorities for MDS articulated at all accounts

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

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.

PDN

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

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