Director, National Accounts

BD; Illinois; On-site; USD 150,000 - 210,000; Full time

Job summary

BD, a global medical technology leader, is seeking an experienced sales leader to drive relationships and growth with large retail pharmacy accounts in the US. You will develop executive-level partnerships, shape account strategies, and lead initiatives to expand BD Parata solutions.

You will manage cross-functional collaboration, deliver value through strategic roadmaps, and consistently exceed quotas across a high-velocity market. High travel and field presence are required.

Qualifications

• Bachelor's degree required.
• At least 10 years sales experience with proven quota performance.
• At least 5 years key account management experience.
• Experience in capital sales.
• Ability to build followership within org and customers.
• Strong presentation and executive relationship-building skills.
• Ability to travel 50% of the time.
• Valid driver's license required.

Responsibilities

• Plan and execute account strategies aligned with BD Parata priorities.
• Own corporate relationships up to C-level and build strategic partnerships.
• Develop strategies to gain new business with target customers.
• Advocate for the customer across internal teams (marketing, platform, support, contracts).
• Collaborate with customers on roadmap and secure resource alignment for implementation.
• Create a comprehensive Account Engagement Plan with the team to engage all contacts.
• Engage key influencers to support BD Parata products.
• Deliver quarterly business reviews to executive teams showing value delivered.

Skills

Executive relationships

Quota-driven sales

Key account management

Presentation skills

Strategic planning

Travel availability

Education

Bachelor's degree

Graduate degree

Job description

We Are The People Who Give Possibilities Purpose

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.

Job Description

About the role:

In this role you will drive the sales and sales strategies of prospective customers in some of the largest retail pharmacy accounts in the US. You will uncover, build, and foster strategic relationships with senior leaders to deliver meaningful and measurable Parata solutions to new customers. You will also be responsible for delivering a well-managed and growing business by understanding our current customer's needs and using BD's business strategies and initiatives to bring added value to our customers.

Key Responsibilities Will Include

• Account Planning and Strategy: Intimately understands the potential customer’s business strategies and industry direction and generates long-term, agile, and customer-centric plans that align customer and BD Parata 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.
• Grow the Business within New Customers: Develops and executes effective strategies that increase customer engagement and sponsorship resulting in gaining new business.
• 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.
• Development of Account Engagement Plan: In collaboration with the account team develops a comprehensive engagement plan to ensure corporate, regional, and local contacts/facilities are engaged/contacted on a regular basis in order to maintain/grow relationships.
• Develops Key Influencers: Engages key influencers at the divisional and/or flagship facility levels to ensure their proactive support of BD Parata 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 BD Parata solutions and consults on opportunities for continued improvement.
• Performance: Demonstrated multiple years of over quota performance for current and driven accounts.

Education And Experience Required

• Bachelor's degree
• At least 10 years progressively responsible sales experience with proven history of quota performance
• At least 5 years key account management experience
• Successful capital sales experience
• Demonstrated ability to build followership within the organization and customer base
• Strong presentation and executive relationship-building skills with external stakeholders
• Ability to travel 50% of time
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards

Preferred Qualifications

• Graduate degree
• Situational (Flex) Leadership

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?

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 healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Primary Work Location: USA CA - San Diego Bldg A&B