Director of National Accounts - Endourology
Becton Dickinson
This listing was originally posted on Becton Dickinson's careers page. Formulate is an equal opportunity job aggregator and is not involved in the hiring process. Where salary information is estimated, it is derived from BLS industry benchmarks and may differ from actual compensation.
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Summary
As a Director of National Accounts within the Endourology business, you will be responsible for developing and executing strategic growth plans across a defined geography while leading BD's efforts to expand capital equipment placements and drive portfolio adoption within targeted Integrated Delivery Networks (IDNs) and Health Systems. This role serves as the primary commercial leader for a select group of key accounts, balancing the protection and expansion of existing strategic partnerships while identifying, capturing, and growing net-new IDN opportunities.
Working in close partnership with Regional Managers, Territory Managers, Procedural Sales Specialists, and BD Strategic Customer Group teams, you will develop executive-level relationships, navigate complex health system decision-making processes, and align customer objectives with BD's comprehensive Endourology portfolio. Success in this role requires strong strategic account management, executive engagement, capital selling expertise, contracting acumen, and the ability to influence stakeholders across clinical, operational, financial, and supply chain functions.
As a key member of the commercial organization, you will drive sustainable revenue growth, expand market access, increase utilization of BD technologies, and strengthen BD's position as a trusted strategic partner within the nation's most influential healthcare systems.
Responsibilities
Develop and execute strategic account plans for a defined portfolio of key IDNs, health systems, and strategic accounts.
Drive capital equipment sales, placement strategies, and utilization plans across the Endourology portfolio.
Protect, retain, and grow existing strategic customer relationships while identifying and securing new IDN and health system opportunities.
Establish and maintain executive-level relationships with C-suite leaders, physician executives, service line leaders, supply chain executives, value analysis committees, and procurement stakeholders.
Partner closely with BD Strategic Customer Group, Regional Managers, Territory Managers, and Procedural Sales Specialists to execute coordinated account strategies.
Lead complex multi-site opportunities involving capital, procedural, and enterprise-wide contracting discussions.
Identify opportunities to standardize BD technologies across health systems and expand portfolio penetration.
Collaborate with Contracting, Marketing, Finance, Clinical Education, and Operations teams to develop customer-specific growth strategies.
Drive alignment between local field sales teams and health system leadership to ensure successful execution of strategic initiatives.
Analyze market dynamics, competitive activity, customer trends, and financial performance to identify growth opportunities and business risks.
Conduct regular business reviews and forecasting activities to ensure achievement of revenue, capital, and market share objectives.
Support GPO, IDN, and health system engagement strategies that enhance BD's competitive positioning and long-term growth.
Serve as the executive sponsor for assigned strategic accounts and lead high-impact customer negotiations and escalation management activities.
Qualifications
Bachelor's degree required; MBA or advanced business degree preferred.
Minimum 7-10 years of medical device, healthcare technology, or strategic account management experience.
Demonstrated success selling capital equipment and managing complex health system opportunities.
Experience managing large IDNs, health systems, academic medical centers, and enterprise-level customer relationships.
Strong understanding of healthcare economics, value analysis processes, GPOs, IDNs, and integrated health system decision-making.
Proven track record of developing and executing strategic account plans that drive revenue growth and market share gains.
Experience building executive-level relationships and influencing senior customer stakeholders.
Strong business acumen, financial analysis, forecasting, and negotiation skills.
Demonstrated ability to lead through influence and effectively coordinate cross-functional teams in a matrix organization.
Excellent communication, presentation, and relationship-management capabilities.
Ability to identify and capture net-new business opportunities while expanding existing customer partnerships.
Willingness to travel extensively within assigned geography.
Success Profile
The ideal candidate combines the mindset of a strategic account executive, capital sales leader, and healthcare business consultant. They can successfully navigate large health systems, build executive relationships, coordinate resources across BD's commercial organization, and create long-term growth strategies that increase capital placements, protect existing business, and accelerate adoption of the broader Endourology portfolio.
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.
Why Join Us?
A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careers
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
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