BD - Newark, NJ
posted about 2 months ago
Full-time - Mid Level
Newark, NJ
Miscellaneous Manufacturing
About the position
The Diagnostic Solutions Microbiology Instrument Sales Specialist is responsible for selling instrumentation, service, and consumable products within the DS Microbiology Product Portfolio in hospitals and reference labs in the assigned territory. This role involves developing strategic sales plans, coordinating with various stakeholders, and achieving growth targets to drive new revenue goals.
Responsibilities
- Develop and implement a territory and strategic account sales plan with Account Executive.
- Lead the development of an account plan specific to each hospital's economic business drivers.
- Effectively deploy clinically relevant product features and economic justification using existing and new selling tools.
- Coordinate all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement.
- Achieve growth targets to drive new revenue goals in the assigned territory.
- Work effectively with BD customer-facing associates and distribution partners to support customer growth and retention activities.
- Attain or exceed the overall sales plan for instruments and consumable pull-through.
- Recognized as the product expert for driving the growth of BACTEC, MGIT, Phoenix, and other ID/AST products.
- Manage the sales process involving clinical laboratories, infectious disease clinicians, pharmacy, and hospital administration.
- Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan.
- Call on prospective customers, create demand, and communicate medical, clinical, and patient outcome benefits.
- Effectively demonstrate the soft and hard costs associated with the product portfolio to persuade decision makers.
- Develop and close accounts within the assigned geographic territory using a coordinated team selling model.
- Prioritize and initiate direct sales calls with distribution instrument specialists to identify additional revenue opportunities.
- Forecast activity, sales funnel, and new business closes as required by management.
- Provide continuous support including post-sales activities and coordinate with the Service organization for successful installations.
- Manage administrative duties including monitoring expenses, timely reporting, and maintaining company assets.
Requirements
- BA/BS in Life Sciences, biological areas, business or related field; degree in Medical Technology (MT ASCP) or Microbiology preferred.
- Minimum 5 years documented sales success in broad range laboratory products, with at least 2 years in clinical laboratory and/or hospital capital sales.
- Strong track record of achieving capital sales quotas and developing capital contracts.
- Experience in attaining or exceeding overall capital sales plan profitability and other assigned goals.
- Knowledge of the selling process and components to build/maintain customer loyalty.
- Preparation, presentation, and closing skills including direct sales and 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 with working knowledge of MS Office applications, Salesforce, Power BI, and connectivity devices.
- Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
Nice-to-haves
- Experience in clinical market sales, financial or technical selling experience.
Benefits
- Health insurance
- 401k
- Paid holidays
- Professional development opportunities
- Flexible scheduling
