Account Executive - National Team - MMS

Job Description

We are the people who give possibilities purposeBD 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 Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

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.

• Demonstrates advanced knowledge of the full suite of BD MMS products and customer and industry insights, including key competitors, terminology, technology, trends, challenges, reimbursement and government regulation; demonstrates advance knowledge of how BD offerings match with customers' unique business needs.
• Serves as a leader in maintaining balance in all areas of the pipeline, ensuring consistent sustainable results; manages pipeline independently within own business unit.
• 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 driving the Solution Sales Process.

• 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.
• Effectively negotiates and collaborates with the customer and colleagues to influence support for mutually beneficial outcomes and achieve consensus.
• Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.
• Identifies and qualifies new sales opportunities and develops plans for introducing new solutions through collaborative relationships.
• Ability to execute business development needs for all MMS products, to all customer segments (Acute, Small Hospital, Retail, & Alternate sites).
• Ability to execute increased coverage areas, which may span from a few states to national coverage.
• Strong communication skills. Engages with key account team regularly to accomplish support tasks. Business Process Managers and Customer Sales Specialists will support this team with administrative and facility level account management.
• 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.

• Bachelor's Degree and 2 years of B2B sales experience required.
• 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 strongly preferred.
• Proven sales success supporting and managing large clients and managing a long sales cycle.
• Wide customer segment selling experience strongly preferred (Acute, Small Hospital, Retail, & Alternate sites).
• Pharmacy, IT, Nursing, C‑suite call point.
• Travel up to 50% of…