Strategic National Accounts Director | Specimen Management

BD; Wisconsin; On-site; USD 180,000 - 240,000; Full time

Job summary

BD's Specimen Management Director of National Accounts will shape strategy and drive execution across assigned high-priority accounts, coordinating with the US commercial team and the Strategic Customer Group to accelerate growth.

This is a customer-facing role requiring engagement with executive stakeholders, leading cross-portfolio contract negotiations, and delivering integrated account plans aligned with BD's broader commercial objectives.

Qualifications

• BA/BS in business or related discipline.
• 10+ years of documented sales success in healthcare.
• Prior people management experience.
• Midwest location required.
• 3–5 years of Specimen Management account management including contract negotiation and execution.
• Ability to engage executive stakeholders.

Responsibilities

• Develop clearly defined Specimen Management strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them.
• Disseminate strategy to Specimen Management commercial teams, including conducting acct strategy reviews.
• Work with other Specimen Management stakeholders (e.g. RBMs) to ensure strategy execution.
• Develop relationships with most influential clinical and economic stakeholders.
• Drive Specimen Management -wide cross-selling and contracting at assigned accounts.
• Craft and deliver Specimen Management -wide value proposition message to account stakeholders.
• Coordinate development and negotiation of cross- Specimen Management contracts.
• Own pricing and contract incentives, with appropriate Specimen Management leadership approvals.
• Monitor for compliance, coordinate response to non-compliance.
• Act as the Voice of Specimen Management in SCG account broader strategy development process.
• Identify and pursue areas where other BUs can unlock Specimen Management opportunities.
• Ensure Specimen Management account strategies work in harmony with BDX-level strategies at SCG accounts.

Skills

Strategic thinking

Executive communication

Relationship building

Contract negotiation

People management

Cross-functional collaboration

Project management

Influence without authority

Education

BA/BS in business or related discipline

Job description

BD's Specimen Management Director of National Accounts will shape strategy and drive execution across assigned high-priority accounts, coordinating with the US commercial team and the Strategic Customer Group to accelerate growth.

This is a customer-facing role requiring engagement with executive stakeholders, leading cross-portfolio contract negotiations, and delivering integrated account plans aligned with BD's broader commercial objectives.