- Develops and implements a territory and strategic account sales plan involving multiple partners and buyers in the growth of the assigned products. Owns 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 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 insuring customer happiness through consistent and ongoing customer contact.
- Works optimally with BD customer facing associates (Product Specialists, Consumable Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) 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 product portfolio (Manual Microbiology, Blood Culture, ID/AST, Specimen Management, Cytology, and Respiratory Testing).
- Recognizes as the product specialist for driving the growth of our BACTEC, MGIT and Phoenix products.
- Leads the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, nursing / phlebotomy 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 partners and buyers in the growth of the assigned products.
- Calls on prospective customers, build demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
- Demonstrates 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.
- 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 is needed by management.
- Provides continuous support including post sales activities. Effectively connect with the Service organization to coordinate a successful installation transitioning to the long term customer satisfaction of the product.
- Handles 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.
- BA / BS in Life Sciences, biological areas, business or related field. Degree in Medical Technology (MT ASCP) or Microbiology preferred.
- Minimum 3 years proven sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory and / or multi-level selling experience preferred.
- A combination of clinical market sales, financial or technical selling experience required.
- Capital equipment experience required.
- 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 – solid understanding of MS Office applications, Blackberry and / or other connectivity devices.
- Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
- Travel varies by region; must be able to travel 30-70%.
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Account Executive - Boston, United States - BD
Description
Description
We are the makers of possible
BD is one of the largest global medical technology companies in the world. Advancing the world of healthTM 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.
About the role: Account Executive - IDS - Boston, Maine, New Hampshire
Essential Duties:
Qualifications:
Must possess and maintain a valid state-issued driver's license with 3 years of consecutive driving history 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.
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