Director, National Accounts- Central



 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 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 p resentations , 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 ch