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.