Diagnostic Solutions Account Executive, Microbiology (Philadelphia)

Becton Dickinson NA; Philadelphia (Philadelphia County); On-site; USD 126,000 - 208,000; Full time

Job summary

Waters Advanced Diagnostics is seeking a Diagnostic Solutions Account Executive to drive sales across the Diagnostic Product Portfolio in hospitals and clinical laboratories. You will develop territory and strategic account plans, communicate clinical and economic value, and coordinate with cross-functional teams to win contracts and ensure customer success.

Ideal candidates hold a Bachelor's degree in Life Sciences and have at least three years of hospital or laboratory system sales experience,

Qualifications

• Bachelor's degree required; preferably in Life Sciences, biology, or related field.
• Degree in Medical Technology (MT ASCP) or Microbiology preferred.
• 3 years of laboratory products or hospital sales experience preferred.

Responsibilities

• Drive sales and manage accounts across the Diagnostic product portfolio in hospitals and clinical labs.
• Engage six customers per week and coordinate with Waters team to grow revenue.
• Lead territory planning and create account plans with hospital stakeholders.
• Communicate product value and ROI to multiple decision makers.
• Coordinate installation and post-sale support with service and applications teams.

Skills

Hospital sales

Education

Bachelor's degree

Job description

Job Description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide. We are the people who give possibilities purposeBD 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.

Diagnostic Solutions Account Executive

The position of Diagnostic Solutions Account Executive is within Waters Advanced Diagnostics (formerly BD Diagnostic Solutions) Business Unit. Diagnostics empowers laboratories, healthcare professionals and patients across developed and emerging markets to make decisions that drive clinical outcomes and reduce risk. We deliver diagnostic tests, instrumentation, automation, and informatics that enable accurate and timely diagnosis of bacterial, fungal, viral, and parasitic infections.

Summary of Position with General Responsibilities

As the Diagnostic Solutions Account Executive, you will play a pivotal role in driving sales, fostering profitable growth, and managing accounts across the Diagnostic Product Portfolio. Your primary focus will be hospitals and clinical labs within your assigned territory, where strategic customer engagement and business expansion are essential. Customer engagement is a top priority across our commercial organization, and this position requires active, in-field interactions, specifically engaging with six customers per week. The Account Executive plays a crucial role in driving revenue and maintaining strong client relationships. Their primary responsibilities include:

• Develop and implement a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.


• Leads the development of an account plan specific to each hospital's economic and strategic 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 and influencers across the customer buying process 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 customer facing associates (Instrument Specialists, Clinical 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 provides customer support for the Diagnostic product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.


• Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, value analysis, 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, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, orchestrates new customer acquisition strategies with full Diagnostic team


• Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to execute a successful product conversion within the institution.


• Develops account strategy and closes accounts within the assigned geographic territory using a coordinated team selling model (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers and Applications Specialists, Distribution Partners, 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.


• Effective Customer Resource Management for accounts, including sales forecasts, selling 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.

Core Competencies

• Masterfully applies the Diagnostic Way of Selling, effectively articulating and tailoring the value proposition across the Diagnostic Systems product portfolio.


• Identifies and cultivates key stakeholder relationships, establishing strategic partnerships that create and empower internal \"Diagnostic Champions.\"


• Executes comprehensive Territory Planning, from quote to contract, leveraging a suite of tools and analytics to uncover growth opportunities, implement the Customer Engagement Model, and drive forecast accuracy.


• Demonstrates a customer-centric mindset, proactively uncovering needs and delivering impactful, solution-oriented outcomes that add value and strengthen customer trust.

Experience & Education

Bachelors Degree required; preferably in Life Sciences, biological areas, business or related field. Degree in Medical Technology (MT ASCP) or Microbiology preferred. 3 years of laboratory products or hospital sales experience preferred.

Salary ranges

$125,992.00-$207,888.00 - Annual Range includes Base + Incentive

Why Join Us

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 healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success. 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 Primary Work Location USA MD - Sparks - 7 Loveton Circle Additional Locations Work Shift