COR Solution Architect- Molecular Automation Capital Sales (Southeast)

BD • Atlanta, GA

292d

About The Position

We are the makers of possible 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 believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you'll be supported to learn, grow and become your best self. Become a maker of possible with us. The COR Solutions Architect will be responsible for driving revenue creation which includes capital sales, service, software and informatics, and consumable revenue for the BD COR. The BD COR System is a fully automated and integrated high-throughput diagnostic system that enhances both laboratory operations and patient management with advanced molecular diagnostic capabilities. This market development into the IDN, acute care hospitals and Reference Laboratory markets will be accomplished through a consultative selling process and involves a matrix team solution sale. Typical buying cycles can be complex including executive sponsorship and board of director approvals. Sales cycles are typically 12 - 24 months and call points reach senior level decision makers.

Requirements

• BA / BS in Life Sciences, biological areas, business or related discipline.
• Minimum 5 years documented sales success (top 20%) in large dollar capital equipment sales into the clinical lab.
• Strong knowledge of large capital equipment sales in complex accounts (hospitals and reference labs).
• Solution selling and leading without authority in a highly matrix organization.
• 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 and new technology savvy - working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices.
• Ability to travel 50% or greater of the time.
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Responsibilities

• Develop and implement a strategic account sales plan which includes multiple external stakeholders in the hospital and reference lab environment to achieve sales of the BD COR product line and all relevant pull through products.
• Lead without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management.
• Effectively deploy clinically relevant product features / benefits with 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.
• Manage and coordinate all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
• Maintain realized revenue stream and ensure customer satisfaction through consistent customer contact.
• Attain or exceed the overall sales plan for the designated platform of product; maximize the potential of all contract terms realized between BD and customer.
• Demonstrate the value proposition of the entire product portfolio to be consistent with the needs of the customer.
• Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers/Directors, pathology, cyto-technologists; and hospital administration in the assigned territory.
• Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective territory.

Benefits

• On-site collaboration to foster creativity and innovation.
• Flexibility and work-life balance.
• Opportunities for learning and growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Miscellaneous Manufacturing
• Education Level: Bachelor's degree