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:  Arizona, California, Colorado, Nevada, New Mexico, Utah
 
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 expected 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 contribute 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 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.

• Confirmed work experience in developing targeted new account development in sophisticated selling environment preferred.

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

• Successfully developed lead generation at facility and market level.

• Successfully handled a pipeline and validated forecast accuracy.

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

• Strong interpersonal, oral, communication, organizational and planning ski