Job Description Summary

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 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.  

Job Description:  
The role of the Point of Care – Key Account Manager is to work with all internal BD resources to grow the Point of Care footprint in their assigned IDNs. The KAM will be assigned specific IDNs to be measured on, and a quota will be assigned based on those IDNs’ Book of Business while targeting and growing new strategic customers for their Point of Care business. The KAM will report to the Regional Business Manager of Point of Care.  

Responsibilities:  

• Developing short-, mid and long-term commercial strategy for the assigned IDNs and major non-acute accounts to include a plan of action for managing Value Analysis Teams, and key decision makers for these key accounts.  

• Leading and managing Key Account business for the Point of Care product category.  

• Supporting the local point of care specialist with their daily requests from a service, product support, and other customer needs.  

• Participating in the negotiation and owning the roll-out, launch, and management of new contract awards.  

• Driving contract compliance within assigned IDN accounts and identifying opportunities for growth on or off contract for IDS.  

• Managing business cases for products that are on contract or removed from contract; managing new proposals to be on contract.  

• Acting as or coordinating with specialists to be subject matter expert in assigned accounts to support the needs of the field sales organization.   

• Coordinating with DS teams, marketing, service, and R&D, to secure all needed information/updates for assigned customer groups  

• Acting as a liaison between DS Point of Care and the SCG/DNA teams.  

• Act as a stakeholder and resource for internal contract teams  

• Work cooperatively with Regional Business Managers, Contracts, Services/Solutions, and Commercial marketing managers to achieve the business objectives and to effectively implement the key tactics of our Sales and Marketing Action Plan for BD IDS.   

Tactics:  

• Set up monthly/quarterly calls with corresponding DS RBM's/SCGVP’s/NAM to discuss threats, short-term win opportunities, and long-term strategy  

• Set up strategy/action plans for each account  

• Coordinate and schedule monthly/quarterly DS non-acute calls with SCGVPs, SCGDs/DNA, and RBM, and ke