Job DescriptionReporting 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 ResponsibilitiesBusiness 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.
QualificationsRequired- 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 FactorsThe 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 StructureReports 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.
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:
- Potential Discretionary LTI Bonus
- Potential reimbursement of vehicle use/mileage (remove if position not eligible, refer to NJ Benefits matrix )
- Potential reimbursement of phone use
Health and Well-being Benefits
- Flexible Spending Accounts
- Critical Illness Insurance
- Accidental Injury Insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Sleep improvement program
- Diabetes management program
- 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 Deferred Compensation and Restoration Plan
- Baxter Credit Union (BCU)
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- Group auto and home insurance
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
Other Life Balance Programs
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Primary Work LocationUSA NJ - Franklin Lakes
Additional LocationsWork Shift 
