Associate Director, Corporate Account Management

Job Description Summary

Due to an internal promotion we are looking to add an experienced leader to lead our corporate accounts team across ANZ, based in Sydney.

Job Description

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.

Job Description Summary

The Associate Director, Corporate Account Management acts as the representation of BD with customers and the industry in Australia and as a Senior Manager for the local team. The primary responsibility is to contribute to Business Growth, through effective direct management of two other CAM and the coaching of the NSW and WA State managers (dotted lined reporting to this role), identify synergies cross Businesses and leverage relationship with key customers' stakeholders to progress Business opportunities.

Key Responsibilities:

• Deliver revenue and gross profit targets across assigned strategic accounts (e.g., Healthscope, HSV, Royal Melbourne, Royal Women's, Northern, Eastern, Epworth, SAN, COBL).
• Coach and support CAMs and State Managers in progressing business opportunities, identifying BD cross-business synergies, and removing barriers to success.
• Develop and implement strategic plans to mitigate business risks and capitalize on opportunities arising from healthcare reforms and evolving procurement models.
• Build and maintain strong relationships with key stakeholders at all levels, acting as the primary account owner to ensure customer needs are met and expectations exceeded.
• Support contract development, collaborating with BD business units to align on account-specific objectives and create integrated offerings that maximize BD's portfolio value and drive profitability and market share.
• Lead regular business review meetings with customers to ensure alignment with their evolving needs and expectations.
• Ensure compliance with BD's legal and corporate standards in all contracts and tenders.
• Collaborate cross-functionally with Marketing, Sales Management, Customer Service, Inventory Control, and Finance, and actively participate in relevant business unit meetings.
• Lead monthly team meetings with CAMs and State Managers, and provide key updates to the ANZ Leadership Team.
• Ensure timely submission of reports as required by BD senior management.
• Maintain accurate records of business activities and growth initiatives in SFDC.
• Spend approximately 50% of time in the field, engaging directly with customers and teams.
• Ensure alignment with BD's core values, and compliance with relevant legislation, ethical standards, and corporate policies.
• Adhere to the Quality Management System requirements as maintained by BD Australia & New Zealand.

Skills, Knowledge & Experience required:

• Proven sales leadership with years' experience in sales management in a similar sized healthcare organisation.
• Tertiary qualifications in Business, Marketing and/or a related field essential (MBA would be preferred)
• An excellent understanding of the Australian Public and Private hospital system and the key issues of the healthcare industry.
• Extensive experience in healthcare sales in both the public and private sector.
• Ability to research, analyse, interpret, and maximise the use of market intelligence
• Demonstrated ability to effectively present information; ability to respond to queries in a clear and concise manner.
• Proven ability to create a vision and inspire others to achieve it.
• Strong sales skills in technical and solution-based selling.
• Exceptional negotiation skills and business acumen
• Experience with CRM program management an advantage.
• Strong project management skills
• Experience of working cross functionally and collaboratively in an international organisation.
• Proven track record of developing individuals and promoting a high-performance culture.

Click on apply if this sounds like you

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.

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Primary Work Location

AUS Sydney - North Ryde

Additional Locations

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