Specimen Management Consultant, AZ/NM

Becton Dickinson Medical Devices•Tucson, AZ

About The Position

The Specimen Management Consultant is responsible for selling the consumable product line (to include blood collection, safety phlebotomy, transfer devices, accessories and etc.) to hospitals and reference labs within the assigned territory. Be part of something bigger! BD is one of the largest global medical technology companies with a mission on advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 70,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues. BD Life Sciences - Integrated Diagnostic Systems is an industry pioneer and leader in evacuated blood collection systems and preanalytical improvement processes. Under the BD Vacutainer Brand, this unit provides specimen management and patient safety systems to hospitals and reference labs for patient identification and point-of-care data capture. 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. Candidates in the Phoenix, AZ area are preferred About the role: The Specimen Management Consultant, SMC (Arizona & New Mexico), will sell existing and new BD IDS consumable products to include blood collection, safety phlebotomy, transfer devices, accessories and etc. to hospitals, health systems, reference laboratories and to the US healthcare market segment. They will also assess clients’ needs with product ordering, in servicing and maintaining the existing business portfolio. They will successfully lead incremental conversion opportunities from initial targeting through evaluation and will drive sales to regularly meet or exceed sales quota. Other key responsibilities will include working with local distributor branches servicing the territory and utilizing available sales support to drive the growth of BD’s business.

Requirements

Excellent communication skills that include presentation skills, written and verbal communication
Good analytical skills; ability to utilize sales tools to interpret market trends
Bachelor’s degree (BA or BS) from a four-year college or university.
3-5+ years experience as a medical device sales professional.
Excellent communication, interpersonal and analytical skills.
Must have a demonstrated successful sales track record, solid negotiation skills, understanding of buyer/decision maker types, exhibit effective selling, listening, and verbal/presentation skills, and ability to assess and respond to customer needs.
Must have demonstrated experience in sales process including managing resources, conducting pre-call planning, and ability to prioritize and segment accounts.
Must be willing to travel in the field 75% of the time.
Proficiency with Microsoft Office (Word, PowerPoint, Excel).
Familiar with Salesforce software.

Nice To Haves

MBA a plus.
Experience calling on Infection Prevention, Med/Surg, Occupational Health, Nursing, OR, and Lab.
Experience selling on value in a medical sales capacity.
Experience maintaining Integrated Business Plans (IBPs) to ensure attainment territory goals.
Former clinical experience preferred.
Good track record of building and maintaining strong relationships with key customers and opinion leaders.

Responsibilities

Lead with a focused growth mindset delivering for our customers and driving profitable growth.
Conduct daily sales calls to introduce novel solutions to customers through clinical insights, quality products and studies/tools to customers.
Actively seek to convert accounts where competitive products are being used.
Works effectively with BD customer facing associates (Account Executives, Product Specialists, Associate Territory Managers, National Accounts, Strategic Account Vice Presidents) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.
Service hospitals, reference labs and alternative locations within a given territory.
Complete all customer service activities including product in-servicing, follow up on technical questions, ensuring a smooth supply chain and delivery of product.
Maintaining a high level of technical and market expertise and educate the market on proper utilization and acceptance of BD product portfolio.
Ensure our distributor partners are kept informed about IDS products, prices, promotions and policies.
Recognized as the product expert for driving the growth of the Specimen Management product portfolio.
Keep abreast of changing market activities and product enhancements.
Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.