Account Executive - Midwest (AR, IL, IA, LA, MN, MO, WI)

About the role

As an Account Executive focused on Community and Small Hospital Accounts, you will drive Pharmacy Automation sales growth across assigned community hospitals, small hospital accounts, regional facilities, and targeted healthcare organizations within a defined geographic territory. You will develop new account relationships, expand existing customer opportunities, and help customers understand how BD Pharmacy Automation solutions support medication management, operational efficiency, workflow improvement, and financial performance.

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.

Requirements

• Bachelor degree required.
• 5 years of proven sales experience in healthcare, capital equipment, healthcare technology, pharmacy automation, medical technology, or related solution-selling environments required.
• Experience developing new accounts and expanding customer relationships within a defined territory.
• 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.
• 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 to foster creativity, innovation, and effective problem-solving. 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.

Pay

$202,728.00–$334,502.00 annual range (includes Base + Incentive). Salary ranges may vary for field-based and remote roles.