Overview Director of National Accounts, Diagnostic Systems - West Coast Join to apply for the Director of National Accounts, Diagnostic Systems - West Coast role at BD. Job Description Summary A role developed to drive revenue and accelerate growth across the integrated selling organizations of the DS business, focused on identifying and pursuing opportunities in a defined set of high priority IDN accounts. The DS Director of National Accounts will be accountable for developing and coordinating execution of the DS strategy at their assigned accounts, driving cross-selling and contracting across the full DS portfolio. This is a customer-facing role and requires frequent engagement with Executives within our Strategic Customers across Clinical and Financially focused stakeholders. The purpose is to build and maintain relationships, identify and understand DS opportunities, and drive business results. This position will also require extensive internal collaboration with the DS US commercial team and marketing organizations. About The Role In this role you will be responsible for building and managing executive-level customer relationships, identifying strategic opportunities, and driving business growth. The role involves close collaboration with U.S. commercial teams across Molecular, Microbiology, and Point of Care to develop and implement cross-business strategies, enhance customer engagement, and lead cross-sell and contracting initiatives. Key Responsibilities Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities and priorities to pursue them Disseminate strategy to commercial teams, including conducting account strategy reviews Collaborate with stakeholders (e.g. RBMs) to ensure strategy execution Develop relationships with most influential clinical and economic partners Craft and deliver value proposition message to account partners Coordinate development and negotiation of cross- Integrate Diagnostic Solutions (IDS) contracts Own pricing and contract incentives, with appropriate IDS leadership approvals Supervise for compliance, coordinate response to non-compliance About You Success in this role is defined by the ability to think strategically and analyze business opportunities, manage and execute complex projects, and drive solution-oriented selling with both clinical and economic stakeholders. It requires navigating organizational complexity, building strong relationships across diverse partners, and communicating effectively with executive-level presence. Influencing without authority, fostering trust, and collaborating across teams are essential to delivering results and driving impactful outcomes. Education And Experience Required A Bachelor’s degree At least 10 years of detailed sales success in broad range of healthcare products At least 3 years prior experience in IDN account management, including contract negotiation and execution Sophisticated knowledge of healthcare buying and contracting processes for both clinical and economic products Demonstrated understanding of US healthcare landscape, including role of payers, GPOs, distributors Proven ability to collaborate with internal and external partners across all levels, including C-suite, by encouraging trust, transparency, and inclusive communication to drive alignment and impact Willing and able to travel up to 50% by both car and air, as needed to support business objectives Must possess and maintain a valid state-issued driver\'s license and meet BD\'s auto safety standards. Must live within assigned geography (Western US) Preferred Experience Includes Knowledge of overall IDS portfolio (Specimen Management, Molecular, Microbiology, Point of Care) Proven experience leading and developing high-performing teams Additional Information Click on Apply if this sounds like you! Why Join Us? A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. Through BD University, you will continually level up your tech skills and expertise. BD 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. For more information about BD, visit https://bd.com/careers

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