**Description:**
Reporting to the Vice President, Corporate Programs, CPDs will be aligned with Strategic Customer Vice Presidents \(SCVP\), driving pre\-sales, sales success and overall relationship with the US Region s most important Strategic Integrated Delivery Networks \(SIDNs\) in order to achieve the goals and objectives identified by the customer and BD\. The CPD will represent the entire BDX non\-capitol portfolio and partner with their SCVP, Sales Leadership, Health Systems, Solutions & Services, Supply Chain/Distribution, Marketing, Medical & HEOR to target and secure BD sales growth and market share targets\. This role is accountable for developing and executing BDX non\-capitol portfolio contracting and quality improvement solutions for our Top 100 SIDNs, as well as our Top 25 Regional Purchasing Coalitions \(RPCs\)\. This position will play a critical role in securing integration value capture synergies for the US Region\.
_Job_ _Responsibilities_
**Overall Corporate Relationship & Outcome Management**
\- Accountable for assisting SCVP in developing BDX non\-capital portion of the account plan
\- Primary point of contact for the Top 25 RPCs, on behalf of all BDX non\-capital portfolio
\- Responsible for execution, contracting, and quality improvement solutions
\- Responsible for engaging the appropriate resources necessary to execute the account business plan\.
\- Provides SCVPs subject matter expertise and assistance with clinical, financial and solutions messaging for all BDX non\-capitol businesses
\- Responsible for influencing and cultivating relationships with key SIDN contracting and value analysis leaders at system headquarters
\- Ensure delivery of customer value and expectations through recurring business reviews
\- Drive financial growth for each non\-capital business unit and the company overall
\- Assist SCVP in change management and fostering collaboration amongst business units
\- Communication of all activities & progress with the account team in alignment with the execution of the business plan\.
**Market /Customer Knowledge**
\- Demonstrates understanding of the health care environment, Health Care Reform, key market segments, and industry market trends
\- Builds and leverages strong understanding of customer business models to connect BU competencies with customer needs
\- Understands and navigates complexities associated with legal, compliance and contracting language\.
\- Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities
\- Develops a thorough knowledge and understanding of customer needs and characteristics \- engages multifunctional resources to effectively manage the relationship
**Strategic Account & Opportunity Planning**
\- The CPD has responsibility for assisting the SCVP create the system\-level strategy for all BDX non\-capitol portfolio and coordinating system level execution of the strategy
\- Collaboration with SCVP in the joint business planning process and leads execution to achieve enterprise wide goals\.
\- Delivers integrated business strategies with customers \(clinicians and other critical decision makers\) and across BD Business Units along with business functions including Contracting, Legal, Supply Chain, Marketing, HEOR, Medical, etc\. to achieve business objectives\.
\- Prepares & leads quarterly business reviews to address performance, strategies and customer activities in support of BDX non\-capitol business units
**Joint Solutions Development, Co Creation & Negotiations:**
+ Provides solutions which solve customer business issues in conjunction with account team resources
+ Negotiates effectively with customer on contracting, priorities, timelines, progress and measures
+ Creates dashboards to measure success of relationship jointly with the customer
+ Experience working in an IDN environment and strong knowledge of US healthcare industry, including the Affordable Care Act
+ Strong track record of business success/driving results
+ Experience in account management and effective collaboration with key influencers \(clinical & business\)
+ Demonstrated effective leadership of a matrix team \(associates who do not report directly to the role\)
+ Demonstrated ability to negotiate complex sales agreements
+ Drives results and proactively implements value props and customized solutions to meet customer expectations
+ Experience in thinking strategically across non\-capitol portfolio
+ Experience with organization change leadership
+ Experience in sales management and/or marketing or other relevant functional leadership position
+ Strong financial and analytical skills and market trending
+ Excellent planning, organizing and project management skills \(forecasting and funnel management\)
+ Demonstrates and fosters trust and credibility
+ Excellence in ambiguity, adapting to change and embracing new opportunities
**Qualifications**
+ Bachelor degree required, graduate degree preferred
+ Minimum 7 years progressively responsible sales leadership experience
+ Minimum 5 years of large account management/IDN experience
\- Solution and consultative selling experience required
\- Experience in leading results through others, directly or in matrix
\- Health care industry sales and/or marketing experience
\- Significant experience negotiating performance based contracts with VP s of Supply Chain /Contracts Managers at IDN/Regional Purchasing Coalitions
\- Ability to travel up to 75% of time
\#LI\-KS1
**Job:** _Key Account Management_
**Location:** _Washington\-Seattle_
**Requisition ID:** _KEY0007Z_
**Other Locations:** _US\-California\-Sacramento, US\-California\-San Francisco, US\-Colorado_