Job Description
Reporting directly to the Vice President, National Reference Laboratories (NRL) & New Care Settings, this role will serve as BD’s national leader focused on expanding market presence within emerging care settings, retail health, home collection, wellness testing, direct-to-consumer diagnostics, employer health programs, and other alternate site channels.
The ideal candidate combines strategic business development expertise with a hunter mentality, thriving in ambiguous environments where they are expected to build relationships, uncover opportunities, influence stakeholders, and create sustainable revenue growth.
Key Responsibilities
Business Development & Market Creation
- Identify, prioritize, and develop new business opportunities within consumer health, retail healthcare, home collection, wellness testing, employer health, and emerging diagnostic channels.
- Develop and execute national growth strategies to expand BD’s Specimen Management presence in non-traditional healthcare settings.
- Create and manage a robust opportunity funnel, driving opportunities from initial prospecting through contract execution and implementation.
- Establish BD as a preferred partner for organizations seeking blood and urine collection solutions outside traditional healthcare facilities.
Strategic Account Leadership
- Build relationships with executive stakeholders across retail healthcare organizations, distributors, home collection companies, digital health organizations, laboratory partners, and emerging healthcare platforms.
- Lead complex sales cycles involving multiple decision-makers, cross-functional teams, and strategic partnerships.
- Negotiate and close national agreements that deliver meaningful revenue growth and market expansion.
- Serve as the voice of the customer, bringing market insights and growth opportunities back to BD leadership.
Market Intelligence & Thought Leadership
- Monitor industry trends, competitive activity, reimbursement changes, regulatory developments, and emerging market opportunities.
- Develop business cases and growth strategies based on market data and customer insights.
- Represent BD at industry conferences, customer meetings, and strategic planning sessions.
- Collaborate with marketing, product management, channel partners, and sales leadership to develop go-to-market strategies.
Cross-Functional Collaboration
- Partner closely with BD field sales teams, National Reference Laboratory teams, Alternate Site teams, marketing, and commercial leadership to drive customer engagement and successful implementation.
- Coordinate internal resources to support customer acquisition and expansion efforts.
- Provide regular business updates, pipeline reviews, and strategic recommendations to senior leadership.
Qualifications
Required
- Bachelor’s degree required.
- 7+ years of business development, strategic sales, or commercial leadership experience within healthcare, diagnostics, laboratory, medical device, or related industries.
- Proven success identifying, developing, and closing new business opportunities.
- Demonstrated experience managing complex national accounts and executive-level customer relationships.
- Strong financial acumen and ability to build business cases, forecasts, and growth plans.
- Willingness to travel nationally (approximately 40–60%).
Preferred
- Experience selling through or working for healthcare distributors serving alternate care settings.
- Knowledge of specimen collection, diagnostics, laboratory services, home collection, retail healthcare, or consumer health markets.
- Experience working with retail clinics, employer health programs, digital health companies, wellness organizations, or direct-to-consumer healthcare platforms.
- Experience launching new markets, products, or commercial initiatives.
Critical Success Factors
The successful candidate will be:
- An entrepreneur who thrives in building something from the ground up.
- A strategic hunter capable of creating opportunities where none currently exist.
- Highly self-motivated and comfortable operating independently with national responsibility.
- Skilled at influencing executive stakeholders and navigating complex organizations.
- Curious about market trends and passionate about identifying emerging growth opportunities.
- Results-oriented with a track record of delivering measurable business impact.
Reporting Structure
Reports To:
Vice President, National Reference Laboratories & New Care Settings
Direct Reports:
None
Territory:
United States (National Coverage)
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
- Annual Bonus
- Potential DiscretionaryLTI Bonus
- Potential reimbursement of vehicle use/mileage _(remove if position not eligible ,__refer to_[ _NJ Benefits matrix_](https://bd1.sharepoint.com/:x:/r/sites/NorthAmericaTAResourcesTraining/Shared%20Documents/Salary%20Range%20Posting%20Transparency/NJ%20Pay%20Transparency/Benefits%20Matrix%20-%20NJ%20pay%20transparency.xlsx?d=w3a37163b2d984bfaac3f30f146fbd829&csf=1&web=1&e=3tjPz0) _)_
- Potential reimbursement of phone use
_Health and Well-being Benefits_
- 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_
- Adoptionassistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregivingassistancefor 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
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_](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.
