Director, National Accounts Long Term Care Pharmacy

BD is one of the largest global medical technology companies, advancing the world of health through transformative solutions. This role is key to driving strategic relationships with national long-term care and institutional pharmacy organizations.

About the role

The Sales Director leads and grows strategic relationships with the largest national long-term care and institutional pharmacy organizations, including major closed-door pharmacy providers. This role owns account strategy, sales execution, and partnership development across assigned national accounts, supporting the full MMS portfolio of products and solutions. The individual serves as the primary executive contact for customers, drives new business opportunities, protects and expands existing relationships, and coordinates internal resources to deliver meaningful outcomes.

Responsibilities

• Own and manage national relationships with leading long-term care and closed-door pharmacy organizations
• Develop and execute strategic, multi-year account plans aligned to both customer objectives and MMS growth priorities
• Drive new business, competitive conversions, and portfolio expansion across all MMS products and solutions
• Build strong executive-level relationships and operate as a trusted advisor to senior customer leaders
• Identify, qualify, and close complex sales opportunities within existing and prospective national accounts
• Lead end-to-end sales cycles, including opportunity strategy, presentations, ROI discussions, negotiations, and contracting
• Coordinate cross-functional internal teams (sales, marketing, clinical, service, operations, contracts) to support customer needs
• Serve as the internal customer advocate, ensuring alignment and follow-through across MMS teams
• Maintain accurate pipeline management, forecasting, and CRM activity
• Deliver value-based business reviews and support joint planning and roadmap discussions with customers

Requirements

• Proven success managing large national or enterprise healthcare accounts
• Strong ability to influence without authority and lead through a matrixed organization
• Experience selling complex hardware, software, or solution-based portfolios
• Executive-level communication, presentation, and negotiation skills
• Strong business and financial acumen with the ability to articulate value and ROI
• Disciplined opportunity and pipeline management skills
• Comfortable engaging with C-suite and senior decision makers
• Willingness to travel approximately 50%

Qualifications

• Bachelor’s degree required; advanced degree preferred
• 7–10+ years of progressive sales experience in healthcare, pharmacy, automation, or related markets
• National account or enterprise customer experience strongly preferred
• Experience calling on long-term care, institutional, or closed-door pharmacy customers a strong plus
• Demonstrated track record of meeting or exceeding sales goals

Schedule

This role requires a minimum of 4 days of in-office presence per week at the San Diego location. Remote or field-based positions will have different workplace arrangements.

Benefits

Health and Well-being

• 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

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
• Adoption assistance
• Backup day care and eldercare
• Support for neurodivergent adults, children, and caregivers
• Caregiving assistance for 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