Sales Director, Medication Management - Indianapolis/St. Louis/Louisville (Field)
Company: Becton Dickinson
Location: Louisville
Posted on: May 16, 2022
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Job Description:
Responsibilities 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 65,000 employees and a presence in virtually
every country around the world to address some of the most
challenging global health issues. The Director Medication
Management is accountable for the relationship between BD
Medication Management Systems (MMS) and its largest customers,
responsible for delivering a well-managed and growing business by
understanding both the customers' and BDs business strategies and
initiatives, and by selling Connected Medication Management
solutions that bring value to our customers. This position will
build and foster strategic relationships with senior leaders at the
largest Health Systems in the US. The successful candidate will
orchestrate a large, diverse, internal team that they will lead
through influence without authority, and together, deliver
meaningful and measurable customer outcomes. The Director
Medication Management is in charge of managing current and
prospective customers in the top 200 accounts at the corporate,
divisional, and flagship hospital level. Their primary
responsibilities include: Account Planning and Strategy: Intimately
understands the customer's business strategies and industry
direction and generates long-term, agile, and customer-centric
plans that align customer and BD MMS 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 Protect and Grow the
Business in Current Customers: Develops and executes effective
strategies that increase customer satisfaction, engagement and
loyalty resulting in account retention and growth Possesses
Industry/ Competitive Knowledge: Anticipates key business,
marketplace and competitor dynamics and develops and implements
strategies that ensure growth, mitigate risk and differentiate BD
MMS in the assigned customers. Account Team Leadership:
Orchestrates BD MMS resources to meet and support customer and BD
needs. Fosters an environment of teamwork and accountability.
Engages across the BD US Region, if needed, to improve coordination
and sponsorship. Effective Opportunity Management: Seeks both
short- and long-term opportunities to ensure effective execution of
a 36-month plan for their assigned accounts. Optimizes their
pipeline and new opportunities to meet revenue and product
penetration growth goals. Emulates high ethics and trust to comply
with the BD Way 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 Develops Key Influencers:
Engages key influencers at the divisional and/or flagship facility
levels to ensure their proactive support of BD MMS 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 MMS solutions and consults on opportunities for continued
improvement. Forecasting: Responsible for the 90-day rolling
forecast for their assigned accounts. Performance: Demonstrated
multiple years of over quota performance for current and
competitive accounts. Pure Competitive Sales Skills: responsible
for executing all steps of the sales process in assigned accounts
where we do not currently have one or more of our core platforms
implemented today. Knowledge and Skills: Servant Leadership
Situational (Flex) Leadership Influencing without Authority Strong
understanding of the MMS sales process Demonstrated Competitive
Sales Skills Understanding of Contracting processes Demonstrated
ability to build followership within the organization and within
our customer base Strong sales acumen. Ability to lead from the
front along with the ability to build sustainable processes leading
to sales success Strong presentation, White Boarding, and Trusted
Advisor Skills Demonstrated ability to drive sales results through
a loyal, cohesive, customer centric sales organization. Spanning
Boundaries (enterprise thinking) Thinks Strategically Matrix
Leadership Ability to present strategic options for success to
Senior Leadership Teamwork and Collaboration Identify and analyze
business opportunities Applying business and financial acumen Drive
and deliver results Negotiates effectively High Impact
Delivery/Presentation Software background Minimum Requirements:
Bachelor's degreerequired;graduate degree preferred Min 10 years
progressively responsible sales management experience Strong
presentation skills Executive relationships Ability to travel 50%
of time Proven product knowledge in business area Valid driver's
license 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? 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
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. PDN Primary Work
LocationUSA CA - San Diego Bldg A&B Additional Locations Work
Shift Apply Save Job PDN-963adc59-a340-4d09-a3b3-fdcc19c6a3f5
Keywords: Becton Dickinson, Louisville , Sales Director, Medication Management - Indianapolis/St. Louis/Louisville (Field), Executive , Louisville, Kentucky
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