Job Description Summary
A role developed to drive revenue and accelerate growth across the integrated selling organizations of the IDS business, focused on identifying and pursuing opportunities in a defined set of high priority IDN accounts. The IDS Director of National Accounts will be accountable for developing and coordinating execution of the IDS strategy at their assigned accounts, driving cross-selling and contracting across the full IDS portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the IDS 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 IDS opportunities, and drive business results. This position will also require extensive internal collaboration with the IDS US commercial team and marketing organizations as well as with the Strategic customer group (SCG) at the BDX level.
Job Description
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 creativity 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.
Duties And Responsibilities
The IDS Director of National Accounts will be assigned strategic accounts, with their primary metric for success being the growth of the IDS business in their assigned accounts.
This is a customer-facing role and requires frequent engagement with executive level customer partners to build and manage relationships, identify and understand IDS opportunities, and drive business results.
This position will also require extensive internal collaboration with IDS US commercial team across the Specimen Management, Molecular, Microbiology, and Point of Care sales and marketing organizations as well as with the SCVPs in the Strategic customer group (SCG) at the BDX level.
Responsibilities
The IDS Director of National Account (DNA) will be responsible for driving the business planning process crafted to increase customer engagement and find opportunities to collaborate across the IDS businesses while delivering incremental growth. In collaboration with the IDS US commercial team and Strategic Customer Group (SCG), the IDS DNA will be responsible for (1) developing and implementing the IDS strategy, (2) driving IDS-wide cross-sell and contracting, (3) and acting as link between IDS and SCG in covered accounts in order to drive overall IDS growth:
- Develop clearly defined IDS strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them
- Disseminate strategy to IDS commercial teams, including conducting acct strategy reviews
- Works with other IDS stakeholders (e.g. RBMs) to ensure strategy execution
- Develop relationships with most influential clinical and economic partners
Drive IDS-wide Cross-selling And Contracting At Assigned Accounts
- Craft and deliver IDS-wide value proposition message to account partners
- Coordinate development and negotiation of cross-IDS contracts
- Own pricing and contract incentives, with appropriate IDS leadership approvals
- Supervise for compliance, coordinate response to non-compliance
Act as the link between IDS and SCG; voice of IDS to SCG:
- Act as "Voice of IDS" in SCG account broader strategy development process
- Identify and pursue areas where other BUs can unlock IDS opportunities
- Ensure IDS account strategies work in harmony with BDX-level strategies at SCG accounts
Proven Proficiencies & Capabilities
- Critical thinking and analysis of business opportunities
- Project management, coordination, and execution
- Ability to drive solution oriented selling with both clinical and economic partners
- Navigating complexity and spanning boundaries (enterprise thinking)
- Relationship development across varied partners, from senior business leaders to clinical authorities
- Excellent written and verbal communication with executive-level presence
- Encouraging Trust & Credibility (matrix leadership)
- Influencing others (influence without authority)
- Partnership and Collaboration
- Ability to drive processes and deliver results
Qualifications
- BA/BS in business or related subject area
- Minimum 10 years detailed 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
- JG5+ opportunity for individuals with prior management experience
- Sophisticated 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 get results
- Knowledge of overall IDS portfolio (Specimen Management, Molecular, Microbiology, Point of Care) preferred
- Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
- Must live within assigned geography (Southeastern US)
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
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 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.
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/careers
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.
Required Skills
Optional Skills
Primary Work Location
USA MD - Sparks - 7 Loveton Circle
Additional Locations
Work Shift
