Director of National Accounts-Specimen Management

Job purpose

The Specimen Management Director of National Accounts will be accountable for developing and coordinating the execution of the Specimen Management strategy at their assigned accounts, driving cross-selling and contracting across the full Specimen Management portfolio, and acting as the primary link between the BDX Strategic Customer Group (SCG) and the Specimen Management business unit. This role is developed to drive revenue and accelerate growth across the integrated selling organizations of the Specimen Management business, focused on identifying and pursuing opportunities in a defined set of high priority Specimen Management accounts. This is a customer-facing role, and requires frequent engagement with Executives within our Strategic Customers across Clinical and Financially focused stakeholders. The purpose is to build and maintain relationships, identify and understand Specimen Management opportunities, and drive business results. This position will also require extensive internal collaboration with the Specimen Management US commercial team and marketing organizations as well as with the Strategic customer group (SCG) at the BDX level.

Duties and responsibilities

The Specimen Management Director of National Accounts will be assigned strategic accounts, with their primary metric for success being the growth of the Specimen Management 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 Specimen Management opportunities, and drive business results. This position will also require extensive internal collaboration with Specimen Management US commercial team across the Specimen Management sales and marketing organizations as well as with the SCVPs in the Strategic customer group (SCG) at the BDX level. The Specimen Management Director of National Account (DNA) will be responsible for driving the business planning process designed to increase customer engagement and create synergy across the Specimen Management businesses while delivering incremental growth. In collaboration with the Specimen Management US commercial team and Strategic Customer Group (SCG), the Specimen Management DNA will be responsible for (1) developing and executing the Specimen Management strategy, (2) driving Specimen Management cross-sell and contracting, (3) and acting as link between Specimen Management and SCG in covered accounts in order to drive overall Specimen Management growth.

Responsibilities

• Develop clearly defined Specimen Management strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them
• Disseminate strategy to Specimen Management commercial teams, including conducting acct strategy reviews
• Works with other Specimen Management stakeholders (e.g. RBMs) to ensure strategy execution
• Develop relationships with most influential clinical and economic stakeholders
• Drive Specimen Management-wide cross-selling and contracting at assigned accounts: Craft and deliver Specimen Management-wide value proposition message to account stakeholders
• Coordinate development and negotiation of cross-Specimen Management contracts
• Own pricing and contract incentives, with appropriate Specimen Management leadership approvals
• Monitor for compliance, coordinate response to non-compliance
• Act as the link between Specimen Management and SCG; voice of Specimen Management to SCG: Act as "Voice of Specimen Management" in SCG account broader strategy development process
• Identify and pursue areas where other BUs can unlock Specimen Management opportunities
• Ensure Specimen Management account strategies work in harmony with BDX-level strategies at SCG accounts

Demonstrated competencies & capabilities

• Strategic thinking and 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

Qualifications

• BA/BS in business or related discipline
• Minimum 10 years documented sales success in broad range of healthcare products
• Prior people management experience required
• Candidate should be located in the Midwest
• 3-5 years prior experience in Specimen Management account management, including contract negotiation and execution