Account Executive, Community and Small Hospital Accounts

About the role

Position Summary: The Account Executive, Community and Small Hospital Accounts is responsible for driving Pharmacy Automation sales growth across assigned community hospitals, small hospital accounts, regional facilities, and targeted healthcare organizations within a defined geographic territory. This role focuses on developing new account relationships, expanding existing customer opportunities, and helping customers understand how BD Pharmacy Automation solutions can support medication management, operational efficiency, workflow improvement, and financial performance. The role is accountable for achieving sales and profitability targets through disciplined territory management, customer engagement, opportunity creation, and execution of the RxA sales process.

Territory

• MI
• IN
• OH
• WV
• KY
• TN

Responsibilities

• Develop and execute a territory plan focused on community hospitals, small hospitals, and targeted healthcare accounts.
• Identify and pursue new business opportunities within assigned accounts and geographic territory.
• Build strong relationships with pharmacy directors, hospital executives, finance leaders, operational leaders, and other local decision-makers.
• Understand customer needs, operational pain points, budget considerations, and decision timelines within community and small hospital environments.
• Position BD Pharmacy Automation solutions to clearly communicate customer value, workflow impact, financial benefit, and return on investment.
• Create and present business cases tailored to community and small hospital customers.
• Manage the sales process from prospecting and discovery through proposal, negotiation, close, and internal handoff.
• Serve as the liaison between assigned accounts and BD cross-functional teams to support customer needs and opportunity execution.
• Negotiate agreements and close opportunities that support new business growth and customer success.
• Apply the RxA sales process to maintain consistent sales discipline and opportunity progression.
• Maintain accurate customer, opportunity, and activity records in CRM.
• Develop account plans for priority targets, including short-, mid-, and long-term action plans.
• Track sales performance, forecast updates, competitive activity, and customer engagement progress within assigned territory.
• Complete and update quarterly sales territory plans.
• Serve as a knowledgeable resource on BD Pharmacy Automation hardware, software, and solution value.

Qualifications

• Bachelor degree required.
• Proven sales experience in healthcare, capital equipment, healthcare technology, pharmacy automation, medical technology, or related solution-selling environments.
• Strong ability to engage local hospital leaders, pharmacy stakeholders, finance leaders, operational decision-makers, and business owners.
• Ability to understand customer challenges and translate solution value into clear business outcomes.
• Experience developing new accounts and expanding customer relationships within a defined territory.
• Solid experience with CRM software and Microsoft Office, particularly Excel and PowerPoint.
• Ability to understand and analyze sales performance metrics.
• Strong communication, presentation, negotiation, and follow-up skills.
• Strong business acumen with a practical, customer-focused problem-solving approach.
• Proven track record of meeting or exceeding sales targets.
• Pharmacy automation or medication management experience preferred.
• Ability to manage multiple accounts and opportunities across a geographically defined territory.
• Must possess and maintain a valid state-issued driver license with 3 years of consecutive driving history and meet BD auto safety standards.

Workplace Arrangement

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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.