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About the Role

As the Advanced Diagnostic Solutions Microbiology Instrument Sales Specialist, you are responsible for selling instrumentation, service, and consumable products within the DS Microbiology Product Portfolio in hospitals and reference labs within the assigned territory.

Responsibilities

• Develops and implements a territory and strategic account sales plan with Account Executive involving multiple stakeholders and buyers in the growth of the assigned products.
• Leads the development of an account plan specific to each hospital’s economic business drivers.
• Effectively deploys clinically relevant product features / benefits and economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings.
• Coordinates all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.
• Responsible for achieving growth targets to drive new revenue goals in assigned territory.
• Works effectively with BD customer facing associates and BD’s distribution partners to support the customer in growth and long-term retention activities.
• Attains or exceeds the overall sales plan for instruments and consumable pull-through and provide customer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST.
• Recognized as the product expert for driving the growth of our BACTEC , MGIT, Phoenix and other ID/AST products.
• Manages the sales process consisting of the clinical laboratory, infectious disease clinicians, pharmacy, and hospital administration in the assigned territory.
• Develops, documents, and drives the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.
• Calls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
• Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution.
• Develops and closes accounts within the assigned geographic territory using a coordinated team selling model.
• Effectively prioritizes and initiates direct sales calls with distribution instrument specialists within assigned territory to identify additional revenue opportunities.
• Forecasts activity, sales funnel and new business closes as required by management.
• Provides continuous support including post sales activities.
• Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.
• Manages administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions.
• Lives the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

Requirements

• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Skills

• Strong track record of achieving capital sales quotas
• Experience developing capital contracts and quoting
• Experience attaining or exceeding overall capital sales plan profitability, as well as other assigned goals and objectives
• Knowledge of selling process and the components to build / maintain customer loyalty.
• Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
• Strong organizational skills.
• Territory management, account assessment and relationship development.
• Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
• Ability to develop markets for new technology and new medical practices.
• Excellent communication skills and interpersonal interaction required.
• Computer savvy – working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices.

Location

• USA MD - Sparks - 7 Loveton Circle

Work Type

• Onsite

Experience Level

• Minimum 5 years documented sales success (top 20%) in broad range laboratory products with minimum 2 years clinical laboratory and / or hospital capital sales required
• A combination of clinical market sales, financial or technical selling experience required.

Education Level

• BA / BS in Life Sciences, biological areas, business or related field required.
• Degree in Medical Technology (MT ASCP) or Microbiology preferred.

Salary/Compensations

• $140,000- $235,000

Benefits

• Valuable, competitive package of compensation and benefits programs

About the Company

• Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service.
• With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics.
• Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance.
• Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
• BD 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 MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.
• We are the #MakersofPossible
• Working together, we make products that patients, families and their healthcare professionals rely on.
• We do this because we are committed to advancing the world of health™.
• But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real-life health benefits for people today, tomorrow and beyond.
• We make this happen, together.
• We are the makers of possible.

Equal Opportunity

• Becton, Dickinson and Company is an Equal Opportunity Employer.
• We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.