Job Description Summary

Job Description

We are the makers of possible 

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 MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

Territory:   North Carolina, Virginia, Maryland, West Virginia, Pennsylvania

Summary

As an Associate Account Executive, you will identify and develop relationships with pharmacy prospects in a defined territory to uncover the needs, wants, and business applications for our market leading pharmacy automation for the health system and IDN market segment. Associate Account Executive will use consultative sales processes to manage both short and long-term selling cycles based on the complexity and volume of the prospect's operations. Ultimately, you should be able to achieve sales and profitability objectives by effectively driving new business or up-sell opportunities within our existing base of clients.  It is critical you have the ability to develop new business account relationships and foster strategic accounts located within your sales territory. 

What is encouraged of you for success in your role

• Demonstrates sophisticated knowledge of BD and customer industry, including key competitors, terminology, technology, trends, challenges, reimbursement, and government regulation; demonstrates advance knowledge of how BD offerings match with customers' outstanding business needs.

• Maintains balance in all areas of the pipeline, ensuring consistent balanced results; handles pipeline independently within own area of responsibility.

• Builds and implements an opportunity plan independently which drives consistent results.

• Consistently applies all resources available within own business unit and frequently involves other business units in consistently implementing the Solution Sales Process

What is encouraged of you and others at this level in direct sales

• Develop, drive and supervise sales targets by assigned targeted accounts.

• Develop compelling and strong desire of assigned targeted business accounts to agree to have a business relationship with our company across multiple solutions.

• Act as the liaison between your targeted accounts and Parata Account Executive and our organization’s cross-functional teams.

• Serve as an industry authority on our solutions and the market to chip in when having c-level executive engagements.

• Negotiate contracts and close agreements to drive new business growth.

• Learn and optimally use our sales process.

• Serve as a subject matter authority on our hardware and software solutions.

• Supervise all activity in our sales CRM system.

• Build compelling cases and present business assessments to C-Suite and pharmacy leadership.

• Recognizes need for continual training.  To upgrade knowledge of trends (business, technological, sociological), sales skills, promotion techniques, information on new product, sales forecast ability.

• Plans sales calls on a continuous basis, prioritizes time for effective coverage of territory, elimination of needless driving.  A sales call plan is to be used.

• Develops detailed knowledge of company policies, ability to interpret them to customers and prospects.

• Maintains the company car in a clean, orderly, and serviceable condition, if applicable.

Qualifications

• Bachelor's Degree desired in a business or technology related field with 2+ years business development experience, direct sales experience, or equivalent combination of education and experience.

• Experience in pharmacy automation sales a plus.

• Validated work experience in developing targeted new account development in complex selling environment preferred.

• Shown ownership of sales deals – from prospecting to closure.

• Successfully developed lead generation at facility and market level.

• Successfully handled a pipeline and demonstrated forecast accuracy.

• Experience working in a team environment, particularly with salespeople.

• Strong interpersonal, oral, communication, organizational and planning skills.

• Ability to travel 50%, including overnight travel.

• Must live within territory.

• Must possess and maintain a valid drivers’ license and a driving record satisfactory to the Company.  Driving records may be monitored on an annual basis or as needed.

• Must possess and maintain a criminal background satisfactory to BD. Criminal backgrounds may be monitored on an annual basis or as needed.

• Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced.

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.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.

$125,992 - $207,888 - Base + Incentive

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.  

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

To learn more about BD visit https://bd.com/careers

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status. 

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