Strategic Accounts Director: GPO & Enterprise Growth

BD; California; Vor Ort; USD 120.000 - 180.000; Vollzeit

Zusammenfassung

Waters Corporation, a global leader in life sciences analytics, seeks a strategic leader to drive GPO, IDN, and market access initiatives across national networks. The role partners with senior stakeholders to shape contracting strategies that support growth and competitive positioning.

You will build executive relationships with national and regional GPOs, collaborate with field sales to implement growth plans, identify whitespace opportunities, and ensure alignment between enterprise

Qualifikationen

• Experience with Healthtrust, Vizient and Premier (GPOs).

Aufgaben

• Develop and execute a comprehensive GPO strategy aligned to growth and profitability objectives.
• Build executive-level relationships with national and regional GPO organizations.
• Identify opportunities to expand market access, contract utilization, and share growth across GPO membership.
• Influence GPO contracting strategies to support long-term business objectives and competitive positioning.
• Monitor healthcare industry trends, reimbursement changes, and competitive dynamics to identify strategic opportunities and risks.
• Drive revenue growth through optimization of GPO, IDN, and strategic account relationships.
• Partner with field sales leadership to develop and execute customer-specific growth plans.
• Identify whitespace opportunities and collaborate on targeted account conversion strategies.
• Ensure alignment between national agreements and local market execution.
• Support major customer negotiations and enterprise-level commercial discussions.

Kenntnisse

GPO leadership

Contracting strategy

Executive relationships

Jobbeschreibung

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

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

You must have experience with Healthtrust, Vizient & Premier

Responsibilities

Strategic GPO Leadership

• Develop and execute a comprehensive GPO strategy aligned to corporate growth and profitability objectives.
• Build and maintain executive-level relationships with national and regional GPO organizations.
• Identify opportunities to expand market access, contract utilization, and share growth across GPO membership.
• Influence GPO contracting strategies to support long-term business objectives and competitive positioning.
• Monitor healthcare industry trends, reimbursement changes, and competitive dynamics to identify strategic opportunities and risks.
  
  

Commercial Growth & Account Development

• Drive revenue growth through optimization of GPO, IDN, and strategic account relationships.
• Partner with field sales leadership to develop and execute customer-specific growth plans.
• Identify whitespace opportunities and collaborate on targeted account conversion strategies.
• Ensure alignment between national agreements and local market execution.
• Support major customer negotiations and enterprise-level commercial discussions.
  
  

Contracting & Financial Performance

• Lead commercial input into GPO contract negotiations and renewals.
• Partner with Legal, Finance, and Pricing teams to evaluate contract structures, rebates, and profitability.
• Maintain accountability for revenue performance, contract utilization, and return on investment across GPO agreements.
• Develop business cases supporting strategic investments and partnership opportunities.
• Forecast business performance and monitor key financial metrics.
  
  

Cross-Functional Leadership

• Collaborate closely with Marketing, Product Management, Supply Chain, Customer Service, and Finance teams to deliver customer-centric solutions.
• Drive internal alignment on GPO strategy, priorities, and customer needs.
• Lead contract implementation and commercialization initiatives across business functions.
• Support product launches and market development efforts through GPO and customer channels.
  
  

Customer & Industry Engagement

• Represent the company at GPO, IDN, and healthcare industry meetings and events.
• Develop trusted advisor relationships with healthcare executives and decision makers.
• Communicate market trends, customer insights, and competitive intelligence to senior leadership.
• Advocate for customer needs while ensuring alignment with organizational goals.
  
  

Minimum Requirement

• Degree level qualification; or equivalent combination of education and experience.
  
  

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.

Required Skills

Optional Skills

Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift