Job ID R-478154 Date posted February 6, 2024

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

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. 

Diagnostic Solutions Account Executive Job Description Summary

The Account Executive is responsible for selling and total account management activities for all products within the IDS Microbiology Product Portfolio in hospitals and reference labs within the assigned territory. 

Essential Duties

  • Develops and implements a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned Microbiology 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 to arrive at a contractual purchase agreement for these products. 

  • Responsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact. 

  • Works effectively with BD internal teams and customer facing associates 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 and provide customer support for the IDS Microbiology product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST.

  • Recognized as the product expert for driving the growth of the BACTEC , MGIT and Phoenix products.

  • Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, 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, creates demand, communicates medical, clinical, and patient outcome benefits, delivers product information and demonstrations, prepares proposals and quotes within company guidelines.

  • Effectively demonstrates the soft and hard costs associated with the microbiology 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 (Product Specialists, Consumable Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group, Service Engineers, and Applications Specialists, Distribution Partners, Applications Specialist, Field Service, and Marketing). 

  • Communicates and coordinates customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited. 

  • Prioritizes and initiates direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.

  • Forecasts activity and 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.

Qualifications

  • BA/BS in Life Sciences, biological areas, business or related discipline.  Degree in Medical Technology (MT ASCP) or Microbiology preferred.

  • Minimum 3 years documented sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory and/or hospital sales.

  • A combination of clinical market sales, financial or technical selling experience required.

  • Capital equipment experience strongly preferred.

  • Experience attaining or exceeding overall 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, and connectivity devices.

  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

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.  

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 https://bd.com/careers

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles.

$125,992 - $207,888 (Base + Incentive)

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. 

PDN

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.

I’m proud to work at BDI Surgery and BD because the work we do every day optimizes surgical outcomes and enhances patients’ lives.


Rian Seger
VP Sales & Commercial Excellence

Every day we focus on bringing innovative solutions to patients living with diabetes. The patient is at the heart of everything we do.


Stacy Burch
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.


Jaime Humara
Vice President Global Marketing

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