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.  

Job Description:  
The role of the Point of Care – Key Account Manager is to work with all internal BD resources to grow the Point of Care footprint in their assigned IDNs. The KAM will be assigned specific IDNs to be measured on, and a quota will be assigned based on those IDNs’ Book of Business while targeting and growing new strategic customers for their Point of Care business. The KAM will report to the Regional Business Manager of Point of Care.  

Responsibilities:  

• Developing short-, mid and long-term commercial strategy for the assigned IDNs and major non-acute accounts to include a plan of action for managing Value Analysis Teams, and key decision makers for these key accounts.  

• Leading and managing Key Account business for the Point of Care product category.  

• Supporting the local point of care specialist with their daily requests from a service, product support, and other customer needs.  

• Participating in the negotiation and owning the roll-out, launch, and management of new contract awards.  

• Driving contract compliance within assigned IDN accounts and identifying opportunities for growth on or off contract for IDS.  

• Managing business cases for products that are on contract or removed from contract; managing new proposals to be on contract.  

• Acting as or coordinating with specialists to be subject matter expert in assigned accounts to support the needs of the field sales organization.   

• Coordinating with DS teams, marketing, service, and R&D, to secure all needed information/updates for assigned customer groups  

• Acting as a liaison between DS Point of Care and the SCG/DNA teams.  

• Act as a stakeholder and resource for internal contract teams  

• Work cooperatively with Regional Business Managers, Contracts, Services/Solutions, and Commercial marketing managers to achieve the business objectives and to effectively implement the key tactics of our Sales and Marketing Action Plan for BD IDS.   

Tactics:  

• Set up monthly/quarterly calls with corresponding DS RBM's/SCGVP’s/NAM to discuss threats, short-term win opportunities, and long-term strategy  

• Set up strategy/action plans for each account  

• Coordinate and schedule monthly/quarterly DS non-acute calls with SCGVPs, SCGDs/DNA, and RBM, and key reps/specialists for each IDN to communicate efforts and strategy. Create and utilize a tracking sheet for each IDN  

• Set up SFDC reports and dashboards to be able to monitor opportunities and risks in assigned IDNs  

• Field ride/assist DS Point of Care Specialist with strategic sales opportunities in assigned IDNs  

• Work with the Business Solutions group around the GPOs that support each IDN  

• Collaborate with the Clinical Solutions and marketing teams to message with the C-Suite on the value of the DS Non-Acute portfolio to assist with customer needs  

Qualifications:  

• 5+ Years proven sales success supporting and managing large clients  

• Bachelor’s degree required  

• Strong Communication Skills  

• Experience in Life Sciences, Bio Sciences, or a similar field preferred but not necessary  

• Experience in Non-Acute and Acute sales preferred, but not necessary  

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.