National Business Development Manager, Consumer & Retail Markets

Overview

We Are The People Who Give Possibilities Purpose. BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

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.

• 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.

• 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.

• 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.

• 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.

• 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%).

• 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…