Microbiology Instrument Specialist- Chicago

Becton Dickinson Medical Devices•Sparks, NV

1d•Hybrid

About The Position

As the 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. Assigned Territory- Chicago, Iowa, and Wisconsin. The role involves developing and implementing strategic sales plans, leading account planning, and effectively communicating product features, benefits, and economic justification to various stakeholders. You will coordinate decision-makers, achieve growth targets, and work collaboratively with internal teams and distribution partners to drive new revenue and ensure long-term customer retention. You will be recognized as the product expert for specific ID/AST products and manage the sales process across different hospital departments and administration levels. The position requires calling on prospective customers, creating demand, delivering product information and demonstrations, preparing proposals, and persuading decision-makers to orchestrate product conversions. Forecasting, providing post-sales support, and managing administrative duties are also key aspects of the role. Adherence to BD Values, Code of Conduct, and AdvaMed rules is expected.

Requirements

Bachelor’s degree in Life Sciences, biological areas, business or related field required.
Minimum 5 years documented sales success in medical, capital or technical selling experience.
At least 2 years clinical laboratory experience.
Strong territory and account management skills with the ability to build customer relationships, drive loyalty, and identify growth opportunities.
Ability to develop capital proposals, pricing strategies, contracts, and quotations with strong financial acumen.
Ability to develop markets for new technology and new medical practices.
Excellent communication, presentation, negotiation, and closing skills, utilizing direct sales, distributor partnerships, and team selling approaches.
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Nice To Haves

Degree in Medical Technology (MT ASCP) or Microbiology preferred.

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 (Account Executive, Clinical Specialist, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) as well as 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 (micro, molecular, virology), infectious disease clinicians, pharmacy, and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of 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 (Account Executive, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group, Service Engineers, and Applications Specialists, Distribution Partners, Applications Specialist, Field Service, and Marketing).
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.