Federal Account Executive, Pharmacy Automation

BD; San Diego, Atlanta (CA, GA); On-site; USD 120,000 - 180,000; Full time

Job summary

BD is seeking a sales professional to drive new business and upsell within federal and healthcare markets. The role focuses on building relationships with C-level executives and business owners, managing top accounts, and meeting revenue goals across a defined territory in the Eastern US.

Ideal candidates will have 3–5+ years in targeted new account development, strong CRM and Excel skills, and proven negotiation abilities. Travel up to 60% is required as part of field activities.

Qualifications

• Experience in developing targeted new accounts in Federal Health market.
• Proficient with CRM software and MS Office, especially Excel.
• Ability to analyze sales performance metrics.
• Excellent communication and team management skills.
• Strong analytical and negotiation abilities.
• Experience engaging with CEOs, CFOs, CMOs, CIOs or business owners.
• 3–5+ years of targeted new account development in complex selling environment.
• Proven track record of meeting or exceeding sales targets.
• Experience in pharmacy automation sales is a plus.
• Willingness to travel 50-60%.

Responsibilities

• Develop, drive and monitor sales targets by assigned targeted accounts - Federal Sector, VA, DHA, DoD.
• 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 our organization’s cross‑functional teams.
• Serve as an industry expert on our solutions and the market to add value when having c-level executive engagements.
• Negotiate contracts and close agreements to drive new business growth.
• Learn and effectively use our sales process.
• Serve as a subject matter expert on our hardware and software solutions.
• Develop and maintain account plans for top‑5 targets that include short, mid and long‑term strategic plans.
• Track all activity in our sales CRM system
• Create compelling business cases and present Return on Investment to CFO's/CIO's, CMO's, CEO's or Business Owners.
• Complete and update quarterly Sales Territory Plan

Skills

Targeted account development

CRM software experience

Excel

Executive engagements

Negotiation skills

Communication

Tools

MS Office

Job description

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

Job Description

For this role, effective communication skills with C-level executive or business owner experience are essential. As a sales professional, you should be results-driven with the ability to contribute and help our organization achieve our business goals within the small to mid-size new or existing client accounts.

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 - Eastern US

Key Responsibilities

• Develop, drive and monitor sales targets by assigned targeted accounts - Federal Sector, VA, DHA, DoD
• 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 our organization’s cross‑functional teams.
• Serve as an industry expert on our solutions and the market to add value when having c-level executive engagements.
• Negotiate contracts and close agreements to drive new business growth.
• Learn and effectively use our sales process.
• Serve as a subject matter expert on our hardware and software solutions.
• Develop and maintain account plans for top‑5 targets that include short, mid and long‑term strategic plans.
• Track all activity in our sales CRM system
• Create compelling business cases and present Return on Investment to CFO's/CIO's, CMO's, CEO's or Business Owners.
• Complete and update quarterly Sales Territory Plan

Skills and Experience

• Proven work experience in developing targeted new account development, with experience working in Federal Health market
• Solid experience with CRM software and MS Office (particularly MS Excel)
• Ability to understand and analyze sales performance metrics
• Excellent communication and team management skills
• Strong analytical and negotiation skills
• Business acumen with a problem‑solving attitude
• Demonstrated successful experience in working with CEO's, CFO's, CMO's, CIO's or Business Owners
• Desired 3-5+ years of targeted New Account development experience in complex selling environment.
• Proven track record of meeting or exceeding sales targets
• Experience in pharmacy automation sales a plus.
• 50-60% Travel Required

Work environment and physical demands

• Work will primarily be in an office setting with limited opportunities to be exposed to adverse environmental conditions, however when visiting client locations, exposure to the environmental conditions common to pharmacy operation should be expected.
• Work will be primarily working with fingers by picking, pinching, typing, and grasping often with repetitive motion.
• Must have visual acuity for viewing a computer screen, the ability to talk, hear and sit for extended periods of time.
• Must be able to carry, lift and push/pull up to 5 pounds frequently and up to 30 pounds occasionally.
• Regular travel by car, and occasional travel by air, is required. Travel time will vary but may be up to four hours daily.
• Additional physical duties may be required as necessary.
• While COVID-19 precautions are in effect, this role requires use of face masks/face coverings while working in our facilities.

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.

Why Join Us?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

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.

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

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Primary Work Location

USA CA - San Diego Bldg A&B