Director of National Accounts – Specimen Management

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Formulate and oversee the implementation of Specimen Management strategies for designated strategic accounts

• Facilitate cross-selling initiatives and contracting for the entire Specimen Management portfolio

• Act as the main liaison between the BDX Strategic Customer Group and the Specimen Management business unit

• Identify and capitalize on opportunities within high-priority Specimen Management accounts

• Establish and nurture relationships with executive stakeholders focused on clinical and financial outcomes

• Collaborate extensively with the Specimen Management US commercial and marketing teams, as well as the Strategic Customer Group

• Create well-defined account strategies and perform account strategy evaluations

• Partner with Specimen Management stakeholders to ensure successful strategy execution

• Develop and present comprehensive portfolio-wide value propositions

• Oversee the development and negotiation of cross-Specimen Management contracts

• Manage pricing and contract incentives with necessary leadership approvals

• Monitor compliance and coordinate actions in response to non-compliance issues

• Represent Specimen Management in the overall SCG account strategy formulation

• Identify areas where other business units can facilitate Specimen Management growth

• Ensure account strategies are in line with BDX-level strategies

⛳️ Requirements

• BA/BS degree in business or a related field

• A minimum of 10 years of proven sales success across a diverse range of healthcare products

• Prior experience in people management is essential

• Candidate must be based in the Midwest

• 3–5 years of previous experience in Specimen Management account management, including contract negotiation and execution

• Aptitude for strategic thinking and analyzing business opportunities

• Experience in project management, coordination, and execution

• Ability to promote solution-oriented selling with both clinical and economic stakeholders

• Skill in developing relationships with a variety of stakeholders, from senior business leaders to clinical experts

• Exceptional written and verbal communication skills with an executive-level presence

• Capability to influence without formal authority

• Proven ability to drive processes and achieve results

🏝️ Benefits

• Remote or field-based working arrangement

• Flexible work-life balance

• Opportunities for learning, growth, and development

• In-person collaboration and a supportive workplace culture

• Consideration for COVID-19 workplace accommodations in accordance with applicable laws