National Accounts, Vice President

at  BD

JOB DESCRIPTION

We are the makers of possible
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.
We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.
To negotiate and manage BD UCC’s National Contracts, GPOs (Group Purchasing Organizations), IDNs (Integrated Delivery Networks), Government and Distribution Partners as well as give direction to the BD UCC Sales Forces to maximize our National Account opportunities.

REQUIRED QUALIFICATIONS:

• Excellent verbal and written communication skills
• Mastery level sales and presentation skills
• Strong relationship building skills
• Strategic thinker
• Analytical
• Organized, systematic and process driven
• Proven track record of people management and talent development

EDUCATION AND/OR EXPERIENCE:

Minimum five (5) years management experience. BS degree with concentration in marketing or business administration Understanding of group purchasing and key personnel involved. Able to negotiate and implement contracts. Know strategic direction of BD UCC’s various product areas. Knowledge of BD UCC’s competition and their strategy in the marketplace.

• Achieve/surpass revenue and profit growth targets
• Lead a cross-functional team to achieve revenue targets across selected customers
• Hire, develop, and retain a team of high performing national account leaders. Accountable for the direction, coaching, and feedback for the national account team.
• Partner with sales leaders to determine appropriate compensation programs that aligns priorities, motivates effective behavior, and rewards achievement.
• Negotiate and implement BD UCC’s national agreements in conjunction with the BD Corporate national accounts organization.
• Develop BD UCC’s relationships with key national and Regional GPO’s, large hospital systems and Corporate Accounts.
• Manage all information pertaining to National Accounts; i.e., contracts, competitive information, dates data.
• Interact with SCG Group (IDN, GPO and Channel) to grow BD UCC business
• Attend sales meetings and product fairs of group contract organizations.
• Maintain internal relationships with Product Managers, Customer Service Supervisor, Sales Administration, Regional Managers, Sales Training Manager, Sales Representatives, and Marketing Managers of all BD UCC’s sales forces.
• Establish and administer domestic pricing to ensure contract compliance and consistency.
• Assist sales managers and representatives in the preparation, negotiation and execution of regional and local contracts.
• Prepare an annual business plan with sales goals, competitive analysis, and strategies and tactics.
• Proactively educate GPOs, IDNs and large regional hospitals on the clinical benefits of BD UCC’s products.