The Director, National Accounts is an individual contributor role responsible for driving sales growth and account strategy for BD's Targeted Temperature Management Arctic Sun technology in the nation's most strategic health systems. Time focused on key national accounts represents the substantial majority of this role's activity. This role owns account-level and IDN strategy based on value analysis and opportunity insight, proactively leading a planning process that develops performance objectives and delivers financial targets consistent with overall revenue and margin goals. The Director, National Accounts establishes productive, high-trust relationships with key personnel across strategic accounts, executing the consultative sales process to drive customer loyalty and sustainable relationship value. This individual partners closely with Regional Business Managers, Territory Managers, and Territory Specialists, among other key commercial stakeholders, to bring clinical adoption support and data-driven insights into account strategy, ensuring a coordinated value proposition at the customer level, and works with Marketing to drive KOL programming, point-of-view messaging, and formal results presentations. Reporting to the Associate Director, TTM, this role requires strong consultative selling and IDN-level contract negotiation skills, and the ability to operate effectively in a cross-functional, matrixed environment. 

ESSENTIAL FUNCTIONS OF THE POSITION 

• Own account-level and IDN strategy for key national accounts, grounded in value analysis and opportunity insight, to drive sales growth consistent with revenue and margin targets.  

• Lead a proactive account planning process that develops performance objectives, tracks progress and delivers financial targets across assigned key accounts.  

• Establish and maintain productive, high-trust relationships with key decision-makers across strategic health systems and IDNs, executing the consultative sales process to drive customer loyalty and sustainable relationship value.  

• Proactively assess, clarify, and validate customer needs, pain points, and priorities on an ongoing basis, using these insights to identify opportunities for deeper collaboration and co-development across multiple customer decision-makers.  

• Partner with Regional Business Managers, Territory Managers, and Territory Specialists to align account strategy with territory-level execution and ensure a coordinated customer experience.  

• Partner with Marketing to drive scheduling of KOL programs and provide input on point-of-view messaging and content development.  

• Initiate and lead business review presentations, as well as sales presentations, with Territory Managers, Territory Specialists, and Data Specialists to demonstrate value and drive account retention and expansion.  

• Lead strategic pricing discussions and IDN-level contract negotiations for key accounts, balancing competitive positioning with margin objectives.  

• Monitor healthcare and life sciences industry trends and competitive dynamics affecting key accounts, adjusting strategy as needed.  

• Represent the voice of key national accounts to the Associate Director and broader TTM leadership, surfacing risks, opportunities, and strategic recommendations.  

• Maintain accurate account plans, pipeline, and activity records in CRM systems to support forecasting and business reviews.  

• Travel up to 75% to support key accounts nationally. 

MINIMUM REQUIREMENTS 

Education: 

• BS/BA degree required; advanced degree (MBA or related) preferred. 

Experience: 

• Significant experience in strategic or key account management within medical device, healthcare technology, or a related industry, with a track record of driving revenue and margin growth in complex, matrixed selling environments.  

• Strong experience in consultative selling, pricing strategy, and IDN-level contract negotiation.  

• Demonstrated success building and executing account-level and IDN strategy grounded in value analysis and opportunity insight.  

• Experience partnering cross-functionally with field sales, clinical, marketing, and data/analytics functions to deliver a coordinated customer value proposition.  

• Experience leading business reviews, or similar executive-level customer engagements 

Skills & Competencies: 

• Deep understanding of healthcare and life sciences industry trends and the domestic challenges and opportunities affecting key national accounts.  

• Ability to operate effectively in a cross-functional, matrixed environment without direct authority over partner functions.  

• Strong understanding of customers' product and business needs, staying current on trends affecting the customer as well as their portfolio priorities and plans.  

• Skilled in value co-creation and joint solution development in a B2B, IDN-level context.  

• Excellent relationship-building and executive presence, with the ability to engage senior decision-makers across large health systems.  

• Strong business acumen and analytical skills to support account planning, forecasting, and pricing decisions. 

Other Requirements: 

• 75% travel required nationally to support key accounts  

• Ability to meet hospital vendor credentialing requirements for on-site visits (immunizations, background checks, badging systems, etc.).  

• Valid driver's license and ability to operate a motor vehicle for travel. 

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.

$186,700-$308,100 -Annual Range includes Base + Incentive