Job ID R-404001 Date posted 07/22/2021

Be part of something bigger at BD. Here, you’ll help us share our innovative solutions with more clinics, physicians, pharmacies and medical entities which will in turn benefit the health and well-being of people and patients all over the nation. It’s an exciting, challenging and rewarding role, but you’ll be working from a place of strength thanks to our trusted name, and the belief in our products that you’ll quickly develop. Here, you’ll be channeling all your sales skills and experience into one singular goal: advancing the world of health™. At BD, you can make a true difference of one.

  • Job Type:
    Full-Time
  • Job Level:
    Entry to Senior
  • Travel:
    Varies
  • Salary:
    Competitive
  • Glassdoor Reviews and Company Rating

Responsibilities

Job Description Summary

The Speciman Management Consultant is responsible for selling the consumable product line (to include Veritor, plated media, blood & urine collection/transport, specimen collection tubes, safety blood collection needles, sets and accessories, etc.) in the Integrated Diagnostic Solutions Product Portfolio to hospitals and reference labs within the DC/MD/Northern VA territory..

Job Description

Responsibilities:

  • Develops and implements a territory and account sales plan involving multiple partners and buyers in the growth of the Integrated Diagnostic Solutions consumable products.  
  • Works closely with multiple Account Executives (AEs) within the designated territory in the development of an account plan specific to each hospital’s key business drivers.  
  • Effectively deploys clinically relevant product features / benefits and economic justification using existing selling tools as well as crafting new tools specific to each customer situation to define the value of our product offerings.  Coordinates all decision makers to arrive at a contractual purchase agreement for these products.  
  • Responsible for maintaining and growing the base revenue stream and ensuring customer happiness through consistent and ongoing customer contact.
  • Works effectively with BD customer facing associates (Account Executives, Product Specialists, National Accounts, Strategic Account Managers, Service Engineers, and Applications Specialists) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.
  • Attain or exceed the overall sales plan and provide customer support for the Consumable Specialist product portfolio.
  • Recognized as the product specialist for driving the growth of the Consumable Specialist product portfolio.
  • Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple partners and buyers in the growth of the assigned products.
  • Call on prospective customers, build demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
  • Effectively demonstrate 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.
  • Develop and close accounts within the assigned geographic territory using a coordinated team selling model 
  • Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited
  • Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.
  • Forecast activity and closes as the need arises by management. 
  • Provide continuous support including post sales activities.  
  • Handle 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.

Qualifications:

  • Bachelor’s degree.
  • 3-5 years proven sales experience required.
  • Knowledge of selling process and the components to build / maintain customer dedication.
  • Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
  • Strong social skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
  • Demonstrated ability to develop markets for new technology and hospitals.
  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
  • Must be able to travel 75%.
  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Preferred Qualifications:  

  • Degrees in Life Sciences, biological areas, microbiology, or business preferred.
  • Medical Technology (MT ASCP) preferred.
  • Detailed sales success in broad range laboratory products with minimum 1 year clinical laboratory selling experience preferred.

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.

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Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift

NA (United States of America)
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Advancing the world of health™

BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. BD helps customers enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.

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