Director, Medication Management/Strategic Accounts - Boston
Job Description Summary
Be part of something bigger!
BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.
The Director Medication Management is accountable for the relationship between BD Medication Management Systems (MMS) and its largest customers, responsible for delivering a well-managed and growing business 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 the largest Health Systems in the US. The successful candidate will orchestrate a large, diverse, internal team that they will lead through influence without authority, and together, deliver meaningful and measurable customer outcomes.
The Director Medication Management is in charge of managing current and prospective customers in the top 200 accounts at the corporate, divisional, and flagship hospital level. Their primary responsibilities include:
Account Planning and Strategy: Intimately understands the customer’s business strategies and industry direction and generates long-term, agile, and customer-centric plans that align customer and BD MMS business priorities.
Customer Relationship Development: Owns the overall corporate and divisional relationships, with a focus on C-level engagement, and builds strategic partnerships as a trusted advisor
Protect and Grow the Business in Current Customers: Develops and executes effective strategies that increase 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 ensure growth, mitigate risk and differentiate BD MMS in the assigned customers.
Account Team Leadership: Orchestrates BD MMS resources to meet and support customer and BD needs. Fosters an environment of teamwork and accountability. Engages across the BD US Region, if needed, to improve coordination and sponsorship.
Effective Opportunity Management: Seeks both short- and long-term opportunities to ensure effective execution of a 36-month plan for their assigned accounts. Optimizes their pipeline and new opportunities to meet revenue and product penetration growth goals. 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.
Engages in Roadmap Planning: Partners with customers to develop aligned technical and product roadmap and garners support and resource allocation for effective implementation
Develops Key Influencers: Engages key influencers at the divisional and/or flagship facility levels to ensure their proactive support of BD MMS products and solutions.
Ensures Value Deliver: partners with clinical and Global Customer Support team members to deliver Quarterly Business Reviews to customer executive teams articulating the value delivered through MMS solutions and consults on opportunities for continued improvement.
Forecasting: Responsible for the 90-day rolling forecast for their assigned accounts.
Performance: Demonstrated multiple years of over quota performance for current and competitive accounts.
Pure Competitive Sales Skills: responsible for executing all steps of the sales process in assigned accounts where we do not currently have one or more of our core platforms implemented today.
Knowledge and Skills:
Situational (Flex) Leadership
Influencing without Authority
Strong understanding of the MMS sales process
Demonstrated Competitive Sales Skills
Understanding of Contracting processes
Demonstrated ability to build followership within the organization and within our customer base
Strong sales acumen. Ability to lead from the front along with the ability to build sustainable processes leading to sales success
Strong presentation, White Boarding, and Trusted Advisor Skills
Demonstrated ability to drive sales results through a loyal, cohesive, customer centric sales organization.
Spanning Boundaries (enterprise thinking)
Ability to present strategic options for success to Senior Leadership
Teamwork and Collaboration
Identify and analyze business opportunities
Applying business and financial acumen
Drive and deliver results
High Impact Delivery/Presentation
Bachelor's degree required; graduate degree preferred
Min 10 years progressively responsible sales management experience
Strong presentation skills
Ability to travel 50% of time
Proven product knowledge in business area
Valid driver's license
Employment at BD is contingent upon the Company’s receipt of sufficient proof that you are or will be fully vaccinated against COVID-19. 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 empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do 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. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.
To learn more about BD visit https://jobs.bd.com/
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.
Primary Work LocationUSA CA - San Diego Bldg A&B
Recommanderà un ami
Approbationdu Présiden et Chef de la direction
«Nous sommes une entreprise qui vise des résultats concrets et où nos associés s’emploient chaque jour à améliorer les soins de santé. De nombreuses initiatives sont en cours pour faire de BD un leader mondial des technologies médicales.»
Anonyme, Franklin Lakes, NJ