Microbiology Instrument Specialist- Texas

Becton Dickinson Medical Devices•Sparks, NV

5d•Remote

About The Position

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. The primary responsibilities of this role, are to: 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.

Requirements

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.
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
BA / BS in Life Sciences, biological areas, business or related field required.
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.

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.