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Business Development Specialist, Inside & Field Sales

Position Summary

Rx Return Services is seeking a Business Development Specialist to develop new business through a combination of office-based prospecting and local field sales.

The employee will identify prospective pharmacies and healthcare organizations, follow up on inbound and assigned leads, conduct sales conversations and facility visits, guide new clients through registration and their first return order, and complete onsite representative services when selected by the customer. Representative service includes creating and completing the return, scanning and organizing products, preparing required documentation and shipping labels, packing return shipments, and coordinating shipment or pickup.

This role requires consistent sales activity, strong communication and follow-up skills, effective territory planning, accurate Salesforce documentation, and the ability to balance inside sales responsibilities with regular field activity.

Essential Duties and Responsibilities

• Develop new business through outbound phone calls, email, facility visits, referrals, networking, and other approved prospecting methods.
• Identify and engage pharmacies, hospitals, infusion providers, medical facilities, and other prospective healthcare clients.
• Follow up promptly and consistently on inbound, marketing-generated, referred, and assigned leads.
• Schedule and conduct sales conversations, demonstrations, appointments, and onsite visits.
• Explain Rx Return Services’ pharmaceutical return and disposal programs, pricing, processes, and key differentiators.
• Qualify prospective clients by identifying their needs, current processes, service challenges, and potential opportunities.
• Guide clients from initial contact through registration, account activation, and their first return order.
• Demonstrate the customer portal and assist clients with creating returns, generating shipping labels, scheduling pickups, and completing return orders.
• Maintain an organized pipeline and provide timely follow-up throughout the sales process.
• Conduct periodic client check-ins to support satisfaction, repeat business, and long-term relationships.
• Build relationships with local pharmacy owners, healthcare professionals, industry organizations, and referral sources.
• Guide clients from initial contact through registration, account activation, return setup, and their first completed return order.
• Explain available service options and coordinate representative service when requested by the customer.
• Perform onsite representative services for assigned clients, including creating return orders, scanning and organizing eligible products, preparing required documentation and shipping labels, packing return shipments, and coordinating shipment or pickup.
• Maintain accurate records of products processed and services completed, and communicate any discrepancies or follow-up needs to the appropriate internal teams.
• Represent Rx Return Services at trade shows, networking events, association meetings, and other local activities as assigned.
• Accurately document calls, emails, facility visits, lead status, next steps, check-ins, check-outs, and dispositions in Salesforce.
• Coordinate with Account Management and other internal teams when newly activated accounts are ready to transition into ongoing service.
• Communicate market opportunities, competitive information, and client feedback to leadership.
• Use approved sales language and accurately represent company services, pricing, timelines, return value, and program requirements.
• Participate in training, coaching, team meetings, and department initiatives.

Territory and Travel

• Manage an assigned geographic territory and develop an organized plan for prospecting, appointments, and account growth.
• Travel regularly within the assigned territory for prospecting, facility visits, appointments, client support, and onsite representative services.
• Balance office-based sales activity with field visits based on business needs, territory opportunity, and company expectations.
• Travel regularly within the assigned territory for facility visits, appointments, networking, client support, and other business-development activities.
• Plan travel routes and appointments to use territory time efficiently.
• Maintain a valid driver’s license, reliable transportation, and automobile insurance appropriate for business travel.
• Attend occasional events or meetings outside normal business hours.
• Travel outside the primary territory when requested for training, meetings, conferences, or special initiatives.

Qualifications

• At least two years of inside sales, field sales, business development, outbound prospecting, territory development, customer acquisition, or related experience is preferred.
• Experience in business-to-business sales, healthcare, pharmacy, pharmaceutical services, medical services, or another regulated industry is a plus.
• Strong verbal, written, presentation, and relationship-building skills.
• English proficiency required
• Mandarin or Vietnamese proficiency desired
• Comfortable conducting cold outreach, visiting prospective clients, and developing new business in person.
• Ability to explain detailed services and pricing clearly and professionally.
• Strong organization, territory planning, time management, and follow-up skills.
• Ability to independently manage prospects, appointments, travel, and office-based responsibilities.
• Experience using a CRM is required. Salesforce experience is preferred.
• Strong general computer skills, including email, Microsoft Office, virtual meeting platforms, mapping tools, and web-based systems.
• Ability to learn new technology, sales processes, regulatory concepts, and healthcare terminology.
• High school diploma or equivalent required. College coursework, a degree, or equivalent professional experience is preferred.
• Valid driver’s license and ability to meet the position’s travel requirements.

Physical and Work Requirements

• Ability to travel regularly by automobile and drive or remain seated for extended periods.
• Ability to work at a computer for extended periods.
• Ability to enter and move through pharmacies, healthcare facilities, conference venues, and other business locations.
• Ability to transport basic sales, event, or demonstration materials as needed.
• Ability to work independently in an office setting and in the field while maintaining reliable communication with leadership and internal teams.
• Ability to stand, bend, reach, scan, organize, and pack pharmaceutical products and shipping materials while completing onsite representative services.
• Ability to lift and move return materials within company-defined weight and safety requirements.

Performance Expectations

Performance may be evaluated based on:

• Outbound prospecting and follow-up
• Appointments and facility visits
• Pipeline development and progression
• New account registrations and completed first return orders
• Territory growth and client relationship development
• Accurate and timely Salesforce documentation
• Adherence to approved sales processes and messaging
• Accurate and timely completion of assigned representative services
• Participation in training, coaching, and team initiatives

Specific expectations may vary based on the balance of inside and field responsibilities, territory opportunity, business priorities, and department goals.

Reporting Relationship

The Business Development Specialist, Inside & Field Sales reports to the designated Business Development or Revenue leadership position. The reporting relationship may evolve as the department grows.

Compensation and Benefits

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

• $50,000 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.
• Performance-based commission and bonus opportunities
• 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.