BD (Becton, Dickinson and Company) Director, National Accounts (DNA) - BDIS - Southeast Region in Orlando, Florida

Job Description Summary

Job Description

Job title - Director, National Accounts (DNA) - BDIS - Southeast Region

BU- BDI Surgical

Reports to - J ohn VanDenburgh (VP, National Accounts)

Job Group JG5/JG5+

Location- BDI Surgical

Job purpose

An expanded role designed to drive revenue and accelerate growth across the integrated selling organizations of the BDI Surgical business, focused on identifying and pursuing opportunities in a defined set of high priority accounts. The Director, National Accounts - BDIS will be accountable for developing and coordinating execution of the BDIS strategy at their assigned accounts, driving cross-selling and contracting across the full BDIS portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the BDIS business unit. The DNA – BDIS will be assigned to strategic accounts, spanning the largest IDNs and Collaboratives. Their primary metric for success is the growth of the BDIS business in their assigned accounts.

This is a customer-facing role, and requires frequent engagement with executive level customer stakeholders to build and maintain relationships, identify and understand BDIS opportunities, and drive business results. This position will also require extensive internal collaboration with BDIS Field Sales and Marketing organizations across all product platforms (BioSurgery, Hernia, IP, IS and V, Mueller) as well as with the SCVPs in the Strategic customer group (SCG) at the BDX level.

Duties and responsibilities

The DNA - BDIS (DNA) will be responsible for driving the business planning process designed to increase customer engagement and create synergy across the BDIS businesses while delivering incremental growth. In collaboration with the BDIS Field Sales teams and Strategic Customer Group (SCG), the SCD will be responsible for (1)developing and executing the BDIS strategy, (2)driving BDIS-wide cross-sell and contracting, (3) andacting as link between BDIS and SCG in covered accountsin order to drive overall BDIS growth:

Develop, own, and execute BDIS Strategy in assigned accounts :

  • Develop clearly defined BDIS strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them

  • Disseminate strategy to BDIS Field Sales teams, including conducting acct strategy reviews

  • Works with other BDIS stakeholders (e.g. RBMs) to ensure strategy execution

  • Develop relationships with most influential clinical & economic stakeholders

Drive BDIS-wide cross-selling and contracting at assigned accounts :

  • Craft and deliver BDIS-wide value proposition message to account stakeholders

  • Coordinate development and negotiation of cross-BDIS contracts

  • Own pricing and contract incentives, with appropriate BDIS leadership approvals

  • Monitor for compliance, coordinate response to non-compliance

  • Coordinates with other BDX stakeholders to manage BDIS positioning on GPO contracts

Act as the link between BDIS and SCG; voice of BDIS to SCG :

  • Act as "Voice of BDIS" in SCG account broader strategy development process

  • Identify and pursue areas where other BUs can unlock BDIS opportunities

  • Ensure BDIS account strategies work in harmony with BDX-level strategies at SCG accounts

  • Work with SCG to develop & execute cross-BU contract opportunities involving BDIS

  • Partner w/SCG to support C-suite contacts, conduct business reviews

Demonstrated competencies & capabilities

  • Strategic thinking & analysis of business opportunities

  • Project management, coordination, and execution

  • Ability to drive solution oriented selling with both clinical and economic stakeholders

  • Navigating complexity and spanning boundaries (enterprise thinking)

  • Relationship development across varied stakeholders, from senior business leaders to clinical experts

  • Excellent written and verbal communication with executive-level presence

  • Inspiring Trust & Credibility (matrix leadership)

  • Influencing others (influence without authority)

  • Teamwork and Collaboration

  • Ability to drive processes and deliver results


  • BA/BS in business or related discipline

  • Minimum 10 years documented sales success in broad range of healthcare products

  • 3-5 years prior experience in Sales Management and/or IDN account management, including contract negotiation and execution

  • Sales/people leadership preferred, not required

  • Advanced knowledge of healthcare / hospital buying and contracting processes for both clinical and economic products

  • Understanding of US healthcare landscape, including role of payers, GPOs, distributors

  • Experience working across business units / segments / functions to drive results

  • Knowledge of overall BDIS portfolio (BioSurgery, Hernia, IP, IS and V. Mueller) preferred

Primary Work LocationUSA CA - San Diego Bldg A&B

Additional Locations

Work Shift

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