Job ID R-466059 Date posted 03/16/2023

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.

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Job Description Summary

The Specimen Management Consultant is responsible for selling the consumable product line (to include blood & urine collection/transport, specimen collection tubes, safety blood collection needles, sets and accessories, etc.) in the Integrated Diagnostic Solutions (IDS) Product Portfolio to hospitals and reference labs within the assigned territory.

Job Description

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.

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.   

The SMC for the Indiana Territory will sell existing and new BD IDS consumable products to include evacuated tubes, multi-sample needles, capillary devices and urine collection, transfer and transport devices, manual microbiology supplies, and Antigen-based POC diagnostic testing to hospitals, commercial laboratories and to the US alternate site 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.


  • Conduct daily sales calls to introduce new products and sales information to our customers

  • Develop new business markets where opportunities exist.

  • Actively seek to convert accounts where competitive products are being used.

  • 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.

  • Service hospitals, reference labs and alternative locations within a given territory.

  • Complete customer service activities including, in servicing, follow up on technical questions, and ensuring a smooth supply chain and delivery of product.

  • Attaining an assigned territorial sales quota and achieve market share goals for particular product lines.

  • Maintaining a high level of technical and market expertise and educate the market on proper utilization and acceptance of BD product portfolio.

  • Keep abreast of changing market activities and product enhancements.

  • 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.

  • Develop, document, and drive 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.

  • 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.

  • Routinely maintain all territory account data and funnel management housed in the CRM.


  • Bachelor’s degree in business or life sciences required; MBA a plus.

  • 3-5+ years experience as a medical product sales professional.

  • Excellent communication, interpersonal and analytical skills a must.

  • 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 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.

  • Excellent communication skills that include presentation skills, written and verbal communication

  • Good analytical skills; ability to utilize sales tools to interpret market trends

Preferred Qualifications:

  • Preferred experience calling on Infection Control, 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.  

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time. And through the organization’s investment in BD University, you will continually level up your tech skills and expertise.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place. 

To learn more about BD visit

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.


Primary Work Location

USA MD - Sparks - 7 Loveton Circle

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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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VP Marketing and Commercial Excellence

Getting our customers the right information on time so they can focus on their science and diagnostics needs is why I come to work every day.

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Vice President Global Marketing



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