Director, National Accounts- Closed Door Pharmacy

Becton Dickinson Medical Devices • San Diego, CA

3d • Hybrid

About The Position

The Sales Director is responsible for leading and growing 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 and supports the full MMS portfolio of products and solutions. This 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 customer and business outcomes.

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
• Bachelor’s degree required
• 7–10+ years of progressive sales experience in healthcare, pharmacy, automation, or related markets
• Demonstrated track record of meeting or exceeding sales goals

Nice To Haves

• Advanced degree preferred
• National account or enterprise customer experience strongly preferred
• Experience calling on long‑term care, institutional, or closed door pharmacy customers a strong plus

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

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director