Federal Account Executive, Pharmacy Automation

Becton, Dickinson and Company; San Diego (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Becton, Dickinson and Company is seeking an experienced sales professional to drive growth within federal health accounts. You will manage key relationships, craft compelling business cases, and lead negotiations with senior leaders across DoD and VA health sectors.

The role emphasizes strategic account planning, cross-functional collaboration, and measuring performance against targets while maintaining CRM discipline and delivering ROI to executives.

Qualifications

• Experience in targeted new account development in federal health markets.
• Strong CRM and MS Office experience, especially Excel.
• Ability to analyze sales performance metrics.
• Proven track record in engaging CEOs, CFOs, CMOs, CIOs or owners.

Responsibilities

• Develop, drive and monitor sales targets for assigned accounts in Federal Sector, VA, DHA, DoD.
• Create compelling value propositions to win new business across solutions.
• Coordinate with cross-functional teams and act as liaison with targeted accounts.
• Present ROI to CFOs, CIOs, CMOs, CEOs, or business owners.
• Negotiate contracts and close deals to drive growth.
• Maintain account plans and update quarterly territory plans.
• Track activity in CRM and use the sales process effectively.

Skills

Targeted new account development

Federal Health market experience

CRM software proficiency

MS Office / Excel

Sales performance metrics

Executive engagement

Tools

CRM software

MS Excel

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.

Travel

50-60% Travel Required

Work environment and physical demands

The characteristics described below are representative of those encountered while performing the essential functions of this position. When properly requested and when feasible (without undue hardship to the company), reasonable accommodations will be made to enable individuals with disabilities to perform essential job functions. 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.

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.

Equal Opportunity Employer

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.

Additional Information

Required Skills Optional Skills .

Primary Work Location USA CA - San Diego Bldg A&B

Additional Locations Work Shift We are the #MakersofPossible Working together, we make products that patients, families and their healthcare professionals rely on. We do this because we are committed to advancing the world of health. But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real-life health benefits for people today, tomorrow and beyond. We make this happen, together. We are the makers of possible.

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.