Director, National Accounts Long Term Care Pharmacy

BD; Delaware; On-site; USD 140,000 - 220,000; Full time

Benefits offered by this job

Medical coverage

Health Savings Accounts

Flexible Spending Accounts

Dental coverage

Vision coverage

Life and AD&D insurance

Job summary

BD is a leading global medical technology company seeking a Sales Director to lead strategic relationships with national long‑term care and institutional pharmacy organizations. This role owns account strategy, sales execution, and partnership development across MMS products, serving as the primary executive contact for customers and driving new business opportunities.

You will coordinate cross‑functional teams, manage complex sales cycles, and deliver value‑based business reviews while

Qualifications

• Experience managing large national healthcare accounts.
• Ability to influence without authority in a matrix organization.
• Experience selling complex hardware, software, or solution-based portfolios.
• Executive-level communication, presentations, and negotiations.
• Strong business and financial acumen with ROI articulation.
• Willingness to travel up to 50%.

Responsibilities

• Own and manage national relationships with leading long-term care and closed door pharmacy organizations.
• Develop and execute strategic, multi-year account plans aligned to customer objectives and MMS growth priorities.
• Drive new business, competitive conversions, and portfolio expansion across all MMS products and solutions.
• Build strong executive-level relationships and act as a trusted advisor to senior customer leaders.
• Identify, qualify, and close complex sales opportunities within existing and prospective national accounts.
• Lead end-to-end sales cycles, including opportunity strategy, ROI discussions, negotiations, and contracting.
• Coordinate cross-functional internal teams to support customer needs.
• Serve as the internal customer advocate, ensuring alignment and follow-through across MMS teams.
• Maintain accurate pipeline management, forecasting, and CRM activity.
• Deliver value-based business reviews and support joint planning and roadmap discussions with customers.

Skills

National accounts

Executive communication

Complex sales

ROI / business case

Pipeline management

C-suite engagement

Travel 50%

Education

Bachelor's degree

Advanced degree preferred

Tools

CRM software

Salesforce

Job description

We Are The People Who Give Possibilities Purpose

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

The Sales Director is responsible for leading and growing strategic relationships with the largest national long‑term care and institutional pharmacy organizations, including major closed door pharmacy providers. This role owns account strategy, sales execution, and partnership development across assigned national accounts and supports the full MMS portfolio of products and solutions. This individual serves as the primary executive contact for customers, drives new business opportunities, protects and expands existing relationships, and coordinates internal resources to deliver meaningful customer and business outcomes.

Key Responsibilities

• Own and manage national relationships with leading long‑term care and closed door pharmacy organizations
• Develop and execute strategic, multi‑year account plans aligned to both customer objectives and MMS growth priorities
• Drive new business, competitive conversions, and portfolio expansion across all MMS products and solutions
• Build strong executive‑level relationships and operate as a trusted advisor to senior customer leaders
• Identify, qualify, and close complex sales opportunities within existing and prospective national accounts
• Lead end‑to‑end sales cycles, including opportunity strategy, presentations, ROI discussions, negotiations, and contracting
• Coordinate cross‑functional internal teams (sales, marketing, clinical, service, operations, contracts) to support customer needs
• Serve as the internal customer advocate, ensuring alignment and follow‑through across MMS teams
• Maintain accurate pipeline management, forecasting, and CRM activity
• Deliver value‑based business reviews and support joint planning and roadmap discussions with customers

Knowledge, Skills, And Experience

• Proven success managing large national or enterprise healthcare accounts
• Strong ability to influence without authority and lead through a matrixed organization
• Experience selling complex hardware, software, or solution‑based portfolios
• Executive‑level communication, presentation, and negotiation skills
• Strong business and financial acumen with the ability to articulate value and ROI
• Disciplined opportunity and pipeline management skills
• Comfortable engaging with C‑suite and senior decision makers
• Willingness to travel approximately 50%

Qualifications

• Bachelor’s degree required; advanced degree preferred
• 7–10+ years of progressive sales experience in healthcare, pharmacy, automation, or related markets
• National account or enterprise customer experience strongly preferred
• Experience calling on long‑term care, institutional, or closed door pharmacy customers a strong plus
• Demonstrated track record of meeting or exceeding sales goals

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.

Health and Well‑being Benefits

• Medical coverage
• Health Savings Accounts
• Flexible Spending Accounts
• Medical coverage
• Health Savings Accounts
• Flexible Spending Accounts
• Dental coverage
• Vision coverage
• Hospital Care Insurance
• Critical Illness Insurance
• Accidental Injury Insurance
• Life and AD&D insurance
• Short-term disability coverage
• Long-term disability insurance
• Long-term care with life insurance

Other Well‑being Resources

• Anxiety management program
• Wellness incentives
• Sleep improvement program
• Diabetes management program
• Virtual physical therapy
• Emotional/mental health support programs
• Weight management programs
• Gastrointestinal health program
• Substance use management program
• Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit

Retirement and Financial Well‑being

• BD 401(k) Plan
• BD Deferred Compensation and Restoration Plan
• 529 College Savings Plan
• Financial counseling
• Baxter Credit Union (BCU)
• Daily Pay
• College financial aid and application guidance

Life Balance Programs

• Paid time off (PTO), including all required State leaves
• Educational assistance/tuition reimbursement
• MetLife Legal Plan
• Group auto and home insurance
• Pet insurance
• Commuter benefits
• Discounts on products and services
• Academic Achievement Scholarship
• Service Recognition Awards
• Employer matching donation
• Workplace accommodations

Other Life Balance Programs

• Adoption assistance
• Backup day care and eldercare
• Support for neurodivergent adults, children, and caregivers
• Caregiving assistance for elderly and special needs individuals
• Employee Assistance Program (EAP)
• Paid Parental Leave
• Support for fertility, birthing, postpartum, and age-related hormonal changes

Leave Programs

• Bereavement leaves
• Military leave
• Personal leave
• Family and Medical Leave (FML)
• Jury and Witness Duty Leave

#CLOLI

Why Join Us?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face‑to‑face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Required Skills

Optional Skills

Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift