Diagnostic Solutions Account Executive Portland, Oregon

Becton Dickinson; Maryland; On-site; USD 90,000 - 130,000; Full time

Job summary

Waters is seeking a dynamic sales professional to lead territory development for laboratory products in the MD region. You will drive strategic account plans, engage multiple hospital stakeholders, and articulate the value of Waters’ analytical technologies to clinical labs and decision-makers.

Responsibilities include coordinating with field specialists and distributors, maintaining revenue growth, and ensuring long-term customer satisfaction in a fast-paced healthcare environment.

Qualifications

• BA/BS in Life Sciences or related field; MT ASCP preferred.
• Minimum 3 years of top-quartile sales success in broad range laboratory products; minimum 1-year clinical lab/hospital sales.
• Strong communication, territory management, and ability to collaborate across teams.

Responsibilities

• Develops and implements a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.
• Coordinates all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.
• Maintains and grows the base revenue stream and ensures customer satisfaction through consistent and ongoing customer contact.
• Works with BD customer facing associates and distribution partners to support the customer in growth and long-term retention activities.
• Manages the sales process across clinical laboratory, infectious disease clinicians, pharmacy, value analysis and hospital administration in the territory.

Skills

Territory management

Account planning

Stakeholder engagement

CRM & analytics

Education

Bachelor's degree in Life Sciences or related field

MT ASCP preferred

Tools

Salesforce.com

Power BI

MS Office

Job description

Company Overview

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 purpose 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.

Job Description

The ideal canidate will reside in or near Portland, OR.

Key Responsibilities Include:

• Develops and implements 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 DS 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 BD DS 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.
• Lives the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

Required Experience & Education

BA / BS in Life Sciences, biological areas, business or related field. 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. 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, Salesforce.com, Power BI and connectivity devices. Must possess and maintain a valid state‑issued driver's license and meet BD's auto safety standards.

Location

Primary Work Location USA MD - Sparks - 7 Loveton Circle

Additional Locations.

Work Shift

We are the #MakersofPossible Working together, we make products that patients, families and their healthcare professionals rely on. We do this because we are committed to advancing the world of health™. But it takes the imagination and passion of all of us at BD, from manufacturing to marketing, to look at the impossible and find solutions that turn dreams into possibilities with real‑life health benefits for people today, tomorrow and beyond. We make this happen, together. We are the makers of possible.

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?

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. 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.

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.