Account Executive - National Team - MMS

Becton Dickinson Medical Devices•San Diego, CA

5d•Remote

About The Position

The Account Executive, National Accounts (AE) Role is responsible for driving sales and services to assigned Strategic IDNs, which are generally the largest and most complex accounts in the country. They are responsible for increasing customer value and satisfaction by aligning complex product solutions and services with key customer initiatives. Additional responsibilities include building and maintaining relationships with key decision makers or potential influencers; and managing a longer sales cycle. This AE will be responsible for selling the full medication management portfolio to all customer segments (Acute, Small Hospital, Retail, & Alternate sites). This will be accomplished with the help of additional functions within the key account team, so this role can focus on business development. Additionally, based upon territory, the coverage area for these roles could span from a few states to national coverage.

Requirements

Bachelor's Degree and 2 years of B2B sales experience required.
Proven sales success supporting and managing large clients and managing a long sales cycle.
Strong communication skills.
Results driven, demonstrated execution skills.
Strong cross-functional process thinking and collaboration, to understand our customers’ broader needs and how to seek to improve their experience.
Must possess and maintain a valid state-issued license driver’s license with 3 years of consecutive driving history and meet BD’s auto safety standards.
Must possess and maintain a criminal background satisfactory to the Company.
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 by the Company.

Nice To Haves

5 years successful medical equipment sales preferred.
Experience in Capital Equipment sales strongly preferred.
Experience in Medication Management Solutions (MMS) full product portfolio strongly preferred.
National or multi-state geographic territory experience is strongly preferred.
Wide customer segment selling experience strongly preferred (Acute, Small Hospital, Retail, & Alternate sites).
Pharmacy, IT, Nursing, C-suite call point experience.
Primary territory residence is preferred; candidates must reside near a national US airport.

Responsibilities

Driving sales and services to assigned Strategic IDNs.
Increasing customer value and satisfaction by aligning complex product solutions and services with key customer initiatives.
Building and maintaining relationships with key decision makers or potential influencers.
Managing a longer sales cycle.
Selling the full medication management portfolio to all customer segments (Acute, Small Hospital, Retail, & Alternate sites).
Executing business development needs for all MMS products, to all customer segments.
Executing increased coverage areas, which may span from a few states to national coverage.
Engaging with key account team regularly to accomplish support tasks.
Applying knowledge of the customer's business to develop optimal solutions.
Proactively and with a regular cadence demonstrating to the customer the defined value of partnering with BD both pre- and post-sales.
Effectively negotiating and collaborating with the customer and colleagues to influence support for mutually beneficial outcomes and achieve consensus.
Building and sustaining relationships founded on trust with internal and external customers and ensuring customer satisfaction and loyalty.
Identifying and qualifying new sales opportunities and developing plans for introducing new solutions through collaborative relationships.