Job Description Summary

The Strategic Customer Director (SCD) is accountable managing the entire customer lifecycle with the 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   

• High-value business development initiatives focused on revenue and gross profit budget achievement

• Executive & enterprise level decision maker relationship development & expansion in support of growth

• BD account leader/account owner at assigned accounts

• Lead enterprise strategy development

• Proactively lead the process to grow accounts - “One BD” Account leader

• Leading enterprise opportunities

• Create and bring compelling & innovative ideas to executives and enterprise level decision makers – co-create value with customers 

• Think expansively about the value BD can bring to our customers across all solution sets – Enterprise Thinking/Strategic Mindset

Skills and Competencies: 

• Results Driver; Proactively lead the process to grow accounts, accept accountability for achieving business goals, lead the account planning process, managing to identified outcomes, strong team player but still a self-starter, no one needs to push you to excel

• Project Management; Lead members of account teams effectively, disciplined execution, accountability

• Innovator; Strategic mindset, cross-pollinate ideas and collaborate directly with account enterprise decision makers to co-create value, create compelling & inspiring ideas to bring to customer decision-makers

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

• Domain Knowledge; Healthcare industry expertise, business acumen – understanding customer and BD profitability drivers, standard clinical workflow, BD Solutions, familiarity working with large clients

• Collaborator; Influence without authority, operate effectively in ambiguous situations, executive Engagement and ability to manage executives at all levels effectively, Excellent customer interaction skills

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 health care industry sales and/or marketing experience 

• Successful selling experience in healthcare capital equipment and/or healthcare IT strongly preferred

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

• Demonstrated strong track record of business success and driving results

• Demonstrated understanding of hospital systems’ operations and decision making

• Solution and consultative selling experience required 

• Demonstrated success effectively negotiating complex customer agreements

• Complex matrix organizational experience 

• Excellence in ambiguity, adapting to change and embracing new opportunties

• Experience working at the C suite of health systems 

• Experience in successfully developing joint business plans 

• Excellent communication and influenci