We are the makers of possible
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. 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.
We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.
Broad Scope & Purpose:
The Director, Strategic Accounts is a senior sales leader within BD Medication Management Systems (MMS) business unit. This role is responsible for delivering a well-managed and growing business at our largest and most strategic customers 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 some of the largest Health Systems in the US and manage a team of strategic sales resources to drive overall account growth within the assigned accounts.
Primary responsibilities for this role include:
People Management: Delivers success through empowerment and accountability by modeling, coaching, and developing their team
Model - Lives the BD Way; Embodies our values; Practices our leadership principles
Coach - Defines team objectives and outcomes; Helps the team adapt and learn
Develop - Attracts and retains great people; Knows each individual’s capabilities and aspirations; Invests in the growth of others
Account Planning and Strategy: Intimately understands the customer’s business strategies and industry direction and leads their team in generating long-term, agile, and customer-centric plans that align customer and BD MMS business priorities.
Protect and Grow Business: Coaches 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 and growth.
Possesses Industry/ Competitive Knowledge: Anticipates key business, marketplace and competitor dynamics and develops and implements strategies that ensures growth, mitigates risk and differentiates BD MMS in the assigned customers.
Account Team Leadership: Collaborates with BD MMS resources to meet and support customer and BD needs. Fosters an environment of teamwork and accountability. Engages across the BD US Region, MMS marketing, and platform management to improve coordination and sponsorship.
Effective Opportunity Management: Leads their team to drive both short- and long-term opportunities. Optimizes pipelines and new opportunities to exceed committed contract, revenue, and product penetration growth goals while preserving margins. 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.
Ensures Forecast Accuracy: Responsible for accurately forecasting and ensuring the effective management of all opportunities within area of responsibility.
Qualifications:
Bachelor's degree required; graduate degree preferred
10+ years progressively responsible sales experience
Prior Key Account Management experience strongly preferred - 3-5 years prior experience in IDN account management, including contract negotiation and execution
2-4 years management experience, including people-leadership experience
MMS full Product portfolio expertise is strongly preferred
Experience with complex sales cycles with multiple call points (Nursing, IT, Pharmacy, Finance & Supply Chain)
HIT and capital sales experience preferred
Strong presentation skills
Proven ability to develop multiple executive sponsors
Ability to travel 50% - 60% of time
Proven product knowledge in business area
Must possess and maintain a valid drivers’ license and a driving record
satisfactory to the Company. Driving records will be monitored on an annual basis or as needed.
Must possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds will be monitored on an annual basis or as needed.
Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced by the Company.
Click on Apply if this sounds like you!Why Join Us?A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve 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. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careersBecton, 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.
At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $158,500-$285,300 - Annual Range includes Base + Incentive
Candidates whose job duties will be physically performed within unincorporated Los Angeles County limits: All qualified Applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. BD abides by any and all laws or regulations that impose restrictions or prohibitions for hiring applicants with criminal histories for posted positions.
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Primary Work LocationUSA CA - San Diego Bldg A&BAdditional LocationsWork Shift