Job Description Summary

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. 

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. 

The Director of Medication Management, Business Development, plays a critical role in expanding BD’s footprint within the mid-market acute care hospitals (accounts #150-300), focusing on competitive Dispensing and Infusion solutions. This strategic sales leader builds trusted relationships with senior healthcare executives, drives complex cross-functional sales cycles, and delivers tailored solutions that align with BD’s “Better Together” value proposition. Sales cycles typically span 12–24 months and require engagement at the CXO level.

Key Responsibilities

• Responsible for identifying, developing, and closing new business opportunities by engaging prospective customers, understanding their needs, and delivering tailored solutions that drive growth.

• Lead complex, multi-stakeholder sales processes with executive sponsorship.

• Develop and implement a robust pipeline of opportunities aligned with BD’s strategic goals.

• Collaborate across BD business units to deliver integrated solutions and improve customer value.

Success Profile

To thrive in this role, you will:

• Be confident and persuasive in engaging senior executives, crafting compelling narratives around “Why Do Something,” “Why Now,” and “Why BD.”

• Demonstrate deep expertise in MMS solutions, including industry trends, competitive landscape, reimbursement models, and regulatory dynamics.

• Translate customer needs into tailored MMS offerings that drive operational and clinical value.

• Maintain a balanced approach across the sales cycle—from discovery and pipeline development to deal execution.

• Leverage internal resources and cross-functional teams to ensure consistent and sustainable results.

Core Competencies

• Proven track record in healthcare capital sales, preferably in infusion, or dispensing technologies.

• Experience managing long sales cycles with CXO-level stakeholders.

• Strong understanding of hospital operations, clinical workflows, and capital purchasing processes.

• Challenger sales methodology and insight-driven conversations

• Negotiation and consensus-building across complex stakeholder groups

• Relationship development based on trust, transparency, and value delivery

• Solution-oriented thinking with a focus on long-term customer success

Qualifications

• Bachelor's degree required

• Minimum 10 years healthcare sales experience, Internal candidates preferred

• Capital experience

• Proven success in a direct sales capacity is a must

• Ability to travel up to 50% of time

• Proven product knowledge in business area

• Valid driver's license

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