Job Description Summary

AE- Santa Barbara, Bakersfield, Ventura

As the Diagnostic Solutions Account Executive you are responsible for selling, profitable growth and total account management activities for all defined products within the DS Product Portfolio in hospitals and clinical 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 Diagnostic Systems (DS) Sales Representative Role Overview

This position is for a Sales Representative within BD Diagnostic Systems, focusing on developing and implementing strategic sales plans for diagnostic products in assigned territories. The role requires a blend of clinical knowledge, sales expertise, and relationship management skills to drive revenue growth and customer satisfaction.

Key Responsibilities

• Develop and implement territory-specific sales strategies targeting multiple stakeholders and buyers
• Create customized account plans based on each hospital's economic and strategic business drivers
• Deploy clinically relevant product features/benefits and economic justification using existing and new selling tools
• Coordinate decision makers across the customer buying process to secure contractual purchase agreements
• Maintain and grow base revenue while ensuring high customer satisfaction through consistent contact
• Collaborate with cross-functional BD teams (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, etc.) and distribution partners
• Achieve or exceed sales targets for the DS product portfolio (Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics)
• Manage the sales process across multiple departments including clinical laboratory, infectious disease, pharmacy, and hospital administration

Sales Process Management

• Prospect new customers and create demand through demonstration of medical, clinical, and patient outcome benefits
• Effectively demonstrate both soft and hard costs associated with the product portfolio
• Develop account strategies and close sales using a coordinated team selling model
• Communicate customer needs to distributors to ensure account requirements are met
• Conduct joint sales calls with distributors to protect existing business and identify new opportunities
• Manage customer resources including sales forecasts, selling activity, and closures
• Provide post-sales support and coordinate with Service teams for successful installations

Administrative Responsibilities

• Monitor expenses against budget
• Complete timely administrative and call reporting
• Maintain funnel and competitive data entries
• Manage new contracts and renewals
• Properly use and maintain company assets
• Adhere to OSHA and Universal Lab precautions
• Uphold BD Values, Code of Conduct, and AdvaMed rules

Required Skills

• Proven track record of meeting or exceeding sales targets
• Strong knowledge of the selling process and customer loyalty development
• Excellent preparation, presentation, and closing skills
• Superior organizational and territory management abilities
• Analytical thinking with financial orientation for contract proposals and profitability analysis
• Market development capabilities for new technologies and medical practices
• Exceptional communication and interpersonal skills
• Proficiency with MS Office, Salesforce.com, Power BI, and connectivity devices
• Valid driver's license meeting BD's auto safety standards

Qualifications

• Bachelor's degree (preferred) in Life Sciences, biological areas, business, or related field (Medical Technology or Microbiology preferred)
• Minimum 3 years of documented sales success (top 20%) in broad range laboratory products
• Minimum 1 year of clinical laboratory and/or hospital sales experience
• Combination of clinical market sales, financial or technical selling experience

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”. 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. $95k-$180k - Annual Range includes Base + Incentive

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift