VP National Accounts - Remote

Job Description Summary

Job Description

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 70,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

The VP of National Accounts reports directly to the Vice President, General Manager (VP,GM) of MDS US Region, and has the primary responsibility of leading and managing a team of National Account Directors with the goal to accelerate growth across the combined selling organizations of the MDS business. This position will be responsible for leading initiatives to aggressively grow profitable market share and maintain a market leadership position in our nation's largest healthcare systems, on a base of $1.1B in MDS sales. This leadership position includes providing principled leadership, clear strategic direction, and a strong focus on development of the high caliber national account leaders.

Specifically, the VP of National will be accountable for leading the team to create and execute the MDS strategy in the identified IDN accounts, leading cross-selling and contracting across the full MDS portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the MDS business unit.

As a member of the MDS LT, the associate will play a critical role in the overall strategic direction of the business. More specifically, the VP of National accounts will closely collaborate with the VP of Sales for Vascular Access Devices (VAD), VP of Sales for Oncology and Vascular Care (OVC), and VP of Marketing and Commercial Excellence to ensure success of the MDS collective commercial teams, ensuring a cohesive message and strategy across our mutual customer base. Additionally, this leader will be responsible for collaborating with the entire commercial MDS team and closely partner with the MDS Commercial Integration team on contracting and pricing strategies.

Duties and responsibilities

• Lead the National Accounts team to exceed identified MDS financial and strategic goals of the business and exceed assigned growth and gross profit targets in covered IDN accounts.
• This is a customer-facing role and requires frequent engagement with executive level customer stakeholders to build and maintain relationships, identify and understand MDS opportunities, and drive business results.
• This position requires extensive internal collaboration with MDS US commercial team across the VAD and OVC Sales and Marketing organizations, the Commercial Integration team, and the SCG at the US Region level.

• The VP of National Account will be responsible for ensuring the execution of the business planning process designed to increase customer engagement and create synergy across the MDS businesses while delivering incremental growth. In collaboration with the MDS US commercial team and Strategic Customer Group (SCG), the MDS DNA will be responsible for (1) developing and executing the MDS strategy, (2) driving MDS-wide cross-sell and contracting, (3) and acting as link between MDS and SCG in covered accounts in order to drive overall MDS growth:

• Ensure dissemination of IDN strategy to MDS commercial teams, including conducting account strategy reviews
• Collaborates with other MDS stakeholders (e.g. VP) to ensure strategy execution
• Develop relationships with most influential clinical and economic stakeholders
• Drive MDS-wide cross-selling and contracting at assigned accounts:
• Ensure MDS-wide value proposition message is delivered to account stakeholders
• Own pricing and contract strategies, with appropriate MDS leadership
• Identify and pursue areas where other BUs can unlock MDS opportunities and potential risks
• Ensure MDS account strategies work in harmony with BDX-level strategies at SCG accounts

Demonstrated competencies & capabilities

• Proven track record of exceptional results; Steadfastly pushes self and others to achieve expected results.
• Strategic thinking and analysis of business opportunities
• Ability to lead solution-oriented selling with both clinical and economic stakeholders
• Navigating complexity and spanning boundaries (enterprise thinking)
• Proven level of emotional intelligence, critical to managing across high-level stakes in matrix org.
• Relationship development across varied customer stakeholders, from senior business leaders to clinical experts
• Excellent written and verbal communication with executive-level presence
• Is viewed as a team player and builder of strong teams; encourages and demonstrates collaboration.
• Creates and communicates a compelling vision and sense of core purpose for self and team.
• Openly expresses support of decisions that are reflective of the "whole".
• Empowers a team through trust and credibility.
• Teamwork and Collaboration

Qualifications

• BA/BS in business or related discipline, MBA Preferred
• 10+ years leadership experience and demonstrated consistent sales success within Medical Device industry, Acute Care sales leadership.
• 3+ years prior experience in IDN account management, including contract negotiation and execution

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 Location
USA NJ - Franklin Lakes

Additional Locations

Work Shift