Director, National Accounts Long Term Care Pharmacy

Becton Dickinson NA; San Diego (CA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical coverage

Health Savings Accounts

Flexible Spending Accounts

Dental coverage

Vision coverage

Job summary

Becton, Dickinson and Company (BD) is hiring a Senior Enterprise Healthcare Sales Executive in the USA (San Diego, CA area) to own national accounts and drive multi-year growth across MMS products. You will lead end-to-end sales cycles, coordinate cross-functional teams, and build executive-level relationships with senior customer leaders.

Applicants should have 7–10+ years of progressive healthcare sales experience, strong ROI-driven selling skills, and be willing to travel ~50%.

Qualifications

• Proven success managing large national or enterprise healthcare accounts.
• 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 ROI.
• Disciplined opportunity and pipeline management skills.
• Comfortable engaging with C-suite and senior decision makers.
• Willingness to travel approximately 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 executive-level relationships and act as 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 strategy, ROI discussions, negotiations, and contracting.
• Coordinate cross-functional internal teams to support customer needs.
• Serve as 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

Influence

Complex sales

Executive communication

Business acumen

Pipeline management

C-suite engagement

Travel readiness

Education

Bachelor's degree

Advanced degree

Tools

CRM proficiency

Job description

We are the people who give possibilities purposeBD 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.

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

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 SkillsOptional Skills.

Primary Work LocationUSA CA - San Diego Bldg A&BAdditional LocationsWork Shift