Job Description Summary

The Director, Strategic Account Management is accountable managing the Strategic Account Managers US Region’s Mid-market health systems (IDNs). The SCD will represent the entire BD portfolio and lead a multi-functional matrix team consisting of sales, business unit national accounts, clinical services, GPO, customer care, supply chain, channel management, marketing, medical affairs & quality to ensure the customers identified goals & objectives and BD sales growth & profitability targets are achieved. This role is accountable for developing and executing strategic account business plans, developing executive relationships, and achieving key business metrics which include revenue growth, customer satisfaction & team leadership.

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. 

Key Responsibilities

• Drive high-value business development initiatives to achieve revenue and gross profit targets

• Develop and expand relationships with executive and enterprise-level decision makers

• Act as the BD account leader/account owner at assigned accounts

• Lead the development of enterprise strategies

• Proactively grow accounts by being the "One BD" Account leader

• Identify and lead enterprise opportunities

• Bring compelling and innovative ideas to executives and enterprise-level decision makers to co-create value with customers

• Think expansively about the value BD can bring to our customers across all solution sets

Skills and Competencies

• Results Driver: Proactively lead the process to grow accounts, accept accountability for achieving business goals, and excel without needing to be pushed

• Project Management: Efficiently oversee account teams, successfully implement plans, and accomplish specified objectives.

• Problem-Solver: Show a strategic mindset, foster collaboration with leaders from various departments, and develop impactful concepts that enhance customer experience.

• Relationship Lead: Gain access to executive and enterprise-level decision makers, build relationships that drive new revenue

• Domain Knowledge: Demonstrate expertise in the healthcare industry, understand customer and BD profitability drivers, and be familiar with standard clinical workflow and BD Solutions

• Collaborator: Influence without authority, thrive in ambiguous situations, engage effectively with executives at all levels, and excel in customer interactions

Experience and Education

• Bachelor's degree required; graduate or clinical degree preferred

• Sales people leadership experience strongly preferred

• Minimum 5 years of large account management/IDN experience

• Minimum 7 years of sales and/or marketing experience in the healthcare industry

• Proven ability to engage, build relationships, and close deals in the C-suite

• Demonstrated history of achieving business success and delivering positive outcomes

• Understanding of hospital systems' operations and decision making

• Solution and consultative selling experience required

• Demonstrated success in negotiating complex customer agreements

• Experience in a complex matrix organizational structure

• Demonstrated excellence in adapting to change and embracing new opportunities

• Experience working with health systems at the C-suite level

• Successful development of joint business plans

• Excellent communication and influencing skills

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