COR Solution Architect – Molecular Automation Capital Sales

Jobtailor; Deutschland; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

Jobtailor seeks a strategic account sales professional to advance the BD COR product line in hospitals and reference labs. You will drive revenue through multi-stakeholder engagements, including clinical lab leadership, administrators, and procurement, while deploying value-based selling.

The role requires at least 5 years of capital equipment sales in large accounts, strong communication, and the ability to navigate matrix organizations.

Qualifikationen

• BA/BS in Life Sciences or Business or related discipline.
• Prefer 5 years documented sales success in large dollar capital equipment sales into clinical labs.
• Strong knowledge of selling to hospitals and reference labs.
• Solution selling and leading without authority in a matrix organisation.
• Proven ability to build and maintain customer loyalty and contracts.
• Preparation, presentation and closing skills including direct and team selling.
• Territory management and relationship development.
• Analytical with financial orientation for proposals, budgeting and expenses.
• Ability to develop markets for new technology and medical practices.
• Excellent communication and interpersonal interaction.

Aufgaben

• Develop and implement a strategic account sales plan with multiple external stakeholders.
• Lead without direct authority across PODs and partner with executives and project teams.
• Deploy clinically relevant value propositions with economic justification using selling tools.
• Coordinate all decision makers to reach contractual purchase for BD COR and related products.
• Maintain realized revenue and ensure customer satisfaction via ongoing contact.
• Attain or exceed the sales plan for the designated product platform.
• Communicate BD's strategic direction to customers and align with their needs.
• Track the sales process through clinical labs, pathology, and hospital administration.
• Foster existing and establish new relationships with clinical lab administration and leadership.

Kenntnisse

Strategic Account Management

Solution Selling

Territory Management

Analytical Skills

Excellent Communication

Interpersonal Interaction

Relationship Development

MS Office

PowerPoint

SharePoint

iPhone / Connectivity tools

Ausbildung

BA / BS in Life Sciences or Business

Tools

MS Office

PowerPoint

SharePoint

iPhone

Jobbeschreibung

• Develop and implement a strategic account sales plan which includes multiple external stakeholders in the hospital and reference lab environment to achieve sales of the BD COR product line and all relevant pull through products
• Leading without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management
• Effectively deploying clinically relevant product features / benefits with 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
• Manages and coordinates all decision makers to arrive at a contractual purchase agreement for BD COR and related products
• Responsible for maintaining realized revenue stream and ensuring customer satisfaction through consistent customer contact
• Attain or exceed the overall sales plan for the designated platform of product; maximize the potential of all contract terms realized between BD and customer
• The sales associate will need to have a command of BD's long term strategic direction and be able to communicate that strategy to the customer
• Using this knowledge, demonstrate the value proposition of the entire product portfolio to be consistent with the needs of the customer
• Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers / Directors, pathology, pathology, cyto-technologists; and hospital administration in the assigned territory
• Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective territory.

Requirements

• BA / BS in Life Sciences, biological areas, business or related discipline required
• Prefer 5 years documented sales success (top 20%) in large dollar capital equipment sales into the clinical lab
• Strong knowledge of large capital equipment sales in complex accounts (hospitals and reference labs)
• Solution selling and leading without authority in a highly matrix organization
• 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 and new technology savvy - working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices
• Ability to travel 50% or greater of the time
• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Core Competencies

Demonstrates expertise in strategic account management and solution selling within the clinical lab environment, focusing on large capital equipment sales. Proven ability to foster relationships with key stakeholders and effectively communicate product value propositions to achieve sales targets.

Highest-signal resume keywords

• Strategic Account Management
• Large Capital Equipment Sales
• Solution Selling
• Customer Relationship Development
• Analytical Skills

Hard Skills

• Sales Success
• Sales Process Knowledge
• Contract Proposal Development
• Budget Management
• Market Development

Soft Skills

• Excellent Communication Skills
• Strong Organizational Skills
• Interpersonal Interaction

Certifications & Qualifications

• BA / BS in Life Sciences
• Business or Related Discipline

Industry Keywords

• Clinical Laboratory
• Anatomical Pathology
• Molecular Pathology
• Hospital Administration
• Reference Labs

Tools & Technologies

• MS Office Applications
• PowerPoint
• SharePoint
• IPhone