Business Development Specialist - Field (B2B Sales)

Job Description

Job Description

Business Development Specialist - Field

Position Summary

The Business Development Specialist - Field is a full-time outside sales role responsible for developing new business and strengthening client relationships within an assigned geographic territory for Rx Return Services' pharmaceutical return and disposal programs.

The role combines field prospecting, client visits, and phone and email outreach to guide prospects from initial contact through registration and their first return order.

Essential Duties and Responsibilities

• Generate new business through in-person visits, calls, emails, referrals, networking, research, and other prospecting methods.
• Identify and qualify pharmacies, hospitals, infusion providers, medical facilities, and other prospective clients by assessing their needs, current return processes, and service challenges.
• Plan and conduct onsite visits with prospects and existing clients and provide Rep Service to customers within the assigned territory who request this service.
• Manage an organized sales pipeline with timely, consistent follow-up on inbound, marketing-generated, referred, and assigned leads.
• Use approved sales language to clearly and accurately explain company programs, pricing, processes, return value, timelines, requirements, and key differentiators.
• Guide prospects through registration, account activation, and their first return order; coordinate the transition to ongoing service with Account Management and other internal teams.
• Maintain appropriate ownership of existing territory accounts and conduct periodic check-ins to confirm satisfaction, encourage future returns, and provide assistance.
• Build relationships with pharmacy owners, healthcare professionals, industry organizations, associations, and other referral sources.
• Represent Rx Return Services professionally at assigned trade shows, association meetings, networking events, conferences, and local market activities.
• Share market opportunities, competitive information, and client feedback with leadership.
• Keep accurate, timely Salesforce records of calls, emails, visits, notes, account ownership, next steps, lead status, check-ins, check-outs, and dispositions.
• Participate in training, coaching, team meetings, performance reviews, and professional development.
• Collaborate with Business Development leadership, Account Management, Marketing, and other departments on campaigns and growth initiatives.
• Maintain professional conduct in all client visits and business interactions.
• Perform additional business development duties as needed to support department and company goals.

Territory and Travel Responsibilities

• Develop and manage a territory plan for prospecting and account growth.
• Travel regularly within the territory for visits, appointments, and business development, maintaining a consistent field presence aligned with market opportunity and company expectations.
• Organize daily and weekly routes and appointments to maximize productivity and minimize unnecessary travel.
• Maintain a valid driver's license, reliable transportation, and automobile insurance required for business travel.
• Attend occasional events or meetings outside normal business hours as needed.
• Travel outside the primary territory as requested for meetings, training, conferences, or special initiatives.
• May work from a home office, with manager approval and based on business needs, for administrative responsibilities, calls and follow-up, scheduling future field activities, and lead research and development.

Qualifications

• At least two years of outside sales, territory development, business development, account acquisition, or related experience preferred.
• Experience in B2B sales, healthcare, pharmacy, pharmaceutical or medical services, or another regulated industry is a plus.
• Demonstrated ability to build relationships and generate new business within a market or territory.
• Comfortable with cold outreach and in-person prospecting.
• Ability to deliver professional sales presentations and explain detailed services and pricing clearly and accurately.
• Ability to independently manage a field schedule and multiple prospects and clients at different sales stages with limited supervision.
• Comfortable working toward defined activity, field-visit, and new-business expectations.
• CRM experience required; Salesforce preferred.
• Strong computer skills, including email, virtual meetings, Microsoft Office, mapping tools, and web-based business systems.
• Ability to learn new technology, sales processes, regulatory concepts, and healthcare terminology.
• Ability to identify problems, recommend solutions, and escalate questions appropriately.
• High school diploma or equivalent required.
• College coursework, a degree, or equivalent professional experience preferred.

Skills and Competencies

• Consultative selling and active listening
• Strong written, verbal, and interpersonal communication
• Attention to detail and professional judgment
• Persistence and consistent follow-up
• Organization and time management
• Independence, accountability, and goal orientation
• Collaboration and coachability

Physical and Work Requirements

• Ability to meet the position's automobile travel requirements.
• Ability to sit or drive for extended periods.
• Ability to enter and move through pharmacies, healthcare facilities, conference venues, and other business locations.
• Ability to transport sales, event, or demonstration materials as needed.
• Ability to work in the field or remotely while maintaining reliable communication with leadership and internal teams.

Performance Expectations

Performance may be evaluated using a combination of the following measures:

• Outbound prospecting and follow-up activity
• In-person facility visits and appointment activity
• Accurate and timely Salesforce documentation
• New account registrations and completed first return orders
• Pipeline development and progression
• Territory growth
• Client relationship maintenance
• Adherence to approved sales processes and messaging
• Participation in coaching, training, and team initiatives

Specific standards may vary with territory size, market opportunity, business priorities, and departmental goals.

Reporting Relationship

The Business Development Specialist - Field reports to designated Business Development or Revenue leadership. The reporting relationship may change as the department develops and leadership positions are established.

Compensation and Benefits

Rx Return Services offers eligible employees a competitive compensation and benefits package that includes:

• $55,000 annual starting base salary
• Employees who successfully complete the 90-day introductory period and meet performance expectations may receive a $2,500 base salary increase
• Uncapped performance-based commission and bonus opportunities
• Successful sales representatives may earn approximately $75,000 or more in total annual compensation , depending on individual sales performance. Earnings are not guaranteed, and high-performing representatives may exceed this amount.
• Company-paid medical insurance
• Optional dental and vision insurance
• 401(k) plan with employer match
• Paid time off
• Paid sick leave
• Training and professional development
• Opportunities for advancement within a growing company
• A collaborative work environment where employees are encouraged to contribute ideas

Specific commission eligibility, bonus opportunities, benefits, and employment terms will be reviewed during the hiring process.

Rx Return Services helps pharmacies, hospitals, infusion providers, and other healthcare organizations manage expired and non-returnable medications. We provide pharmaceutical return, disposal, and related support services designed to simplify the process, maintain compliance, and help clients recover available return value.

With more than two decades of industry experience, RxRS has built a reputation for personalized service, transparent pricing, practical solutions, and knowledgeable support. Our team works across departments to help healthcare professionals spend less time managing pharmaceutical returns and more time focusing on their patients and businesses.

We are a growing company that values collaboration, accountability, new ideas, and professional development. RxRS is committed to creating a diverse and inclusive workplace where employees from all backgrounds are respected and supported, including people of color, individuals from working-class backgrounds, people with disabilities, women, and LGBTQ+ individuals.

Join RxRS and contribute to work that supports healthcare providers, protects communities, and helps improve the responsible management of pharmaceutical products.

Company Description

Rx Return Services helps pharmacies, hospitals, infusion providers, and other healthcare organizations manage expired and non-returnable medications. We provide pharmaceutical return, disposal, and related support services designed to simplify the process, maintain compliance, and help clients recover available return value.\r\rWith more than two decades of industry experience, RxRS has built a reputation for personalized service, transparent pricing, practical solutions, and knowledgeable support. Our team works across departments to help healthcare professionals spend less time managing pharmaceutical returns and more time focusing on their patients and businesses.\r\rWe are a growing company that values collaboration, accountability, new ideas, and professional development. RxRS is committed to creating a diverse and inclusive workplace where employees from all backgrounds are respected and supported, including people of color, individuals from working-class backgrounds, people with disabilities, women, and LGBTQ+ individuals.\r\rJoin RxRS and contribute to work that supports healthcare providers, protects communities, and helps improve the responsible management of pharmaceutical products.