Medication Delivery Solutions - National Account Manager

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.

The National Account Manager (NAM) is accountable for driving revenue and accelerate growth across the Medication Delivery Solutions (MDS) business, focused on identifying and pursuing opportunities in a defined set of high priority NAM accounts. The NAM will be accountable for developing and coordinating execution of the NAM strategy at their assigned accounts, driving cross selling and contracting across the full MDS portfolio with primary focus on implementation and support of assigned MDS product portfolio.

The NAM is a highly competent sales performer/leader with expert level of knowledge the Medication Delivery Solutions assigned portfolio. They understand the importance of implementing existing national and local contracts and is extremely process and detail oriented. They work in tandem with their HSVP’s, DNA’s, MDS & VA RBM’s and Regional sales counterparts (Inside Sales, Vernon Hills) to effectively support, grow and implement MDS business.

This is a customer-facing role and requires frequent engagement with executive clinical and financial stakeholders (both in person and virtually) with the purpose is to build and maintain relationships, identify, and understand MDS opportunities, and drive business results. 

As directed by the Director of National Medication Delivery, the NAM focus is on but not exclusively limited to the activities outlined below:

• →
  • →Focus on identifying and pursuing opportunities in a defined set of accounts to drive revenue and accelerate growth across the MDS business.
  • →Drive MDS wide cross-selling and contracting in NAM assigned accounts. Craft and deliver MDS-wide value proposition message, coordinate development and negotiation of cross MDS contracts. Own pricing and contract negotiations and incentives, with appropriate MDS leadership approval.
  • →Collaborate with Marketing, Aid in creating tools (cross reference, backorder reports, conversion playbooks, etc.), communications and overall support for the MDS assigned product portfolio.
  • →Effectively support the Top 250 Medication Delivery business, answer clinical questions, spearhead SKU rationalization projects, collaborate with HSVP's, DNA’s, R/S, and customer service to manage allocations, backorders, cross references, RECODE, quality issues and discontinuations & additions.
  • →Lead and execute all new Medication Delivery in-service and education. partner with HSVP's, DNA's, RBM's and R/S to effectively manage both in person and virtual implementations within all accounts
  • →Effectively track and measure progress/gains/losses through timely reports, spreadsheets, dashboards, etc. Flawless Funnel Management. Report out (findings/changes) to leadership.
  • →Effectively manage the Medication Delivery Solution assigned portfolio of product to ensure MDS meets and exceeds FY budget.
  • →Provide training for new hires (HSVP's, DNAs, NAM’s, ATM’s, R/S, etc.) and ongoing support for Medication Delivery products, processes, and tools & resources.
  • →Conduct Medication Prep and Delivery Assessment across top NAM accounts to address: Needlestick injury reduction; standardized product portfolio; reduced costs; compliance to best practices.
  • →Assist in future product lines backorder processes and procedures if needed.

• • Critical thinking and analysis of business opportunities
  • Project management, coordination, and execution
  • Ability to drive solution-oriented selling with both clinical and economic partners
  • Navigating complexity and spanning boundaries (enterprise thinking)
  • Relationship development across varied partners, from senior business leaders to clinical authorities
  • Excellent written and verbal communication with executive-level presence
  • Encouraging Trust & Credibility (matrix leadership)
  • Influencing others (influence without authority)
  • Partnership and Collaboration
  • Ability to drive processes and deliver results

• • BA/BS in business or related subject area required.
  • Minimum 5-10 years detailed sales success in broad range of healthcare products preferred.
  • 3-5 years prior experience in IDN account management, including contract negotiation and execution preferred.
  • Sales/people leadership highly preferred, not required
  • Sophisticated knowledge of healthcare 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 get results
  • Knowledge of overall MDS portfolio preferred
  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
  • Must live within assigned geography - Preferred OH, KY, TN, WV
  • Up to 50% travel

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.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $165,000 - $275,000 (Range includes base salary, annual sales target, and other sales incentives)

At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role: 

• Annual Bonus 

• Potential reimbursement of vehicle use/mileage

Health and Well-being Benefits  

• Medical coverage  

• Health Savings Accounts  

• Flexible Spending Accounts  

• Dental coverage  

• Vision coverage  

• Hospital Care Insurance  

• Critical Illness Insurance  

• Accidental Injury Insurance  

• Life and AD&D insurance  

• Short-term disability coverage  

• Long-term disability insurance  

• Long-term care with life insurance  

Other Well-being Resources  

• Anxiety management program  

• Wellness incentives  

• Sleep improvement program  

• Diabetes management program  

• Virtual physical therapy  

• Emotional/mental health support programs  

• Weight management programs  

• Gastrointestinal health program  

• Substance use management program  

• Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit  

Retirement and Financial Well-being  

• BD 401(k) Plan  

• BD Deferred Compensation and Restoration Plan  

• 529 College Savings Plan  

• Financial counseling  

• Baxter Credit Union (BCU)  

• Daily Pay  

• College financial aid and application guidance  

Life Balance Programs  

• Paid time off (PTO), including all required State leaves  

• Educational assistance/tuition reimbursement  

• MetLife Legal Plan  

• Group auto and home insurance  

• Pet insurance  

• Commuter benefits  

• Discounts on products and services  

• Academic Achievement Scholarship  

• Service Recognition Awards  

• Employer matching donation  

• Workplace accommodations  

Other Life Balance Programs  

• Adoption assistance  

• Backup day care and eldercare  

• Support for neurodivergent adults, children, and caregivers  

• Caregiving assistance for elderly and special needs individuals  

• Employee Assistance Program (EAP)  

• Paid Parental Leave  

• Support for fertility, birthing, postpartum, and age-related hormonal changes  

Leave Programs  

• Bereavement leaves  

• Military leave  

• Personal leave  

• Family and Medical Leave (FML)  

• Jury and Witness Duty Leave