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. 

Summary

The Associate Account Executive is responsible for driving sales and services to existing customers. They are responsible for enhancing 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 in West territory so must reside in Pacific or Mountain time-zone

What is expected of you for success in your role

• Demonstrates advanced 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' unique business needs.

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

• Creates 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 expected of you and others at this level in Direct Sales

• Applies knowledge of the customer's business to develop optimal solutions.

• Proactively and with a regular cadence demonstrates to the customer the defined value of partnering with BD both pre- and post-sales.

• Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.

• Focus on sales strategy and execution to include:

  • Responsible for any facility wide transactions, including expansion orders for the dispensing and infusion solutions.

  • Owns alternate site activities in the territory.

  • Work directly with national core team on customer projects, customer quotes, and strategic planning needs.

• Performs special projects and other duties as assigned.

• Organization: (A) Completes all paperwork on time and thoroughly; (B) Keeps accurate up-to-date account records; (C) Utilizes funnel to set goals and target accounts.

• Knows and effectively uses selling presentations as well as standard answers to objections.

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

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

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

Qualifications

• Bachelor’s Degree required.

• Preferred 1-3 years successful medical equipment sales or B2B sales support experience.

• Must reside in appropriate geography based upon customer location.

• Experience working with Pharmacy, IT, and Nursing as call points.

• Ability to manage a long sale cycle.

• Comprehensive understanding of 9 step sales process.

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

• Successfully developed lead generation at facility level.

• Independently managed customer expansion order requests to successful completion

• Demonstrated ability to understand and utilize sales enablement tools (SAP, SF.com, QlikView, A360).

• 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 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 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. $65-$130k - Base + Incentive

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?

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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