Job Description Summary

A role developed to drive revenue and accelerate growth across the integrated selling organizations of the DS business, focused on identifying and pursuing opportunities in a defined set of high priority IDN accounts. The DS Director of National Accounts will be accountable for developing and coordinating execution of the DS strategy at their assigned accounts, driving cross-selling and contracting across the full DS portfolio.
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 DS opportunities, and drive business results. This position will also require extensive internal collaboration with the DS US commercial team and marketing organizations.

Job Description

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.

About the role:

In this role you will be responsible for building and managing executive-level customer relationships, identifying strategic opportunities, and driving business growth. The role involves close collaboration with U.S. commercial teams across Molecular, Microbiology, and Point of Care to develop and implement cross-business strategies, enhance customer engagement, and lead cross-sell and contracting initiatives.

Key responsibilities will include:

• Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them
• Disseminate strategy to commercial teams, including conducting account strategy reviews
• Collaborate with stakeholders (e.g. RBMs) to ensure strategy execution
• Develop relationships with most influential clinical and economic partners
• Craft and deliver value proposition message to account partners
• Coordinate development and negotiation of cross- Integrate Diagnostic Solutions (IDS) contracts
• Own pricing and contract incentives, with appropriate IDS leadership approvals
• Supervise for compliance, coordinate response to non-compliance

About you:

Success in this role is defined by the ability to think strategically and analyze business opportunities, manage and execute complex projects, and drive solution-oriented selling with both clinical and economic stakeholders. It requires navigating organizational complexity, building strong relationships across diverse partners, and communicating effectively with executive-level presence. Influencing without authority, fostering trust, and collaborating across teams are essential to delivering results and driving impactful outcomes.

Education and experience required:

• A Bachelor's degree
• At least 10 years of detailed sales success in broad range of healthcare products
• At least 3 years prior experience in IDN account management, including contract negotiation and execution
• Sophisticated knowledge of healthcare buying and contracting processes for both clinical and economic products
• Demonstrated understanding of US healthcare landscape, including role of payers, GPOs, distributors
• Proven ability to collaborate with internal and external partners across all levels, including C-suite, by encouraging trust, transparency, and inclusive communication to drive alignment and impact
• Willing and able to travel up to 50% by both car and air, as needed to support business objectives
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
• Must live within assigned geography (Western US)

Preferred experience includes:

• Knowledge of overall IDS portfolio (Specimen Management, Molecular, Microbiology, Point of Care)
• Proven experience leading and developing high-performing teams

Click on Apply if this sounds like you!

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 ot