Microbiology Instrument Sales Specialist - NYC/NJ

BD; Newark (NJ); On-site; USD 60,000 - 120,000; Full time

Job summary

An established industry player is seeking a Diagnostic Solutions Microbiology Instrument Sales Specialist to drive sales in hospitals and labs. This role involves developing strategic sales plans, achieving growth targets, and collaborating with various stakeholders to enhance customer satisfaction. The ideal candidate will have a strong sales background, excellent communication skills, and a passion for advancing health solutions. Join a team that values innovation and collaboration, and contribute to transformative healthcare solutions that make a difference in people's lives.

Qualifications

• 5+ years in sales with a focus on laboratory products.
• Experience in clinical laboratory and/or hospital capital sales.

Responsibilities

• Develop and implement sales plans with multiple stakeholders.
• Achieve growth targets and manage customer relationships.

Skills

Sales Quotas Achievement

Capital Contracts Development

Customer Loyalty Building

Presentation Skills

Territory Management

Analytical Skills

Communication Skills

MS Office Applications

Salesforce.com

Power BI

Education

BA / BS in Life Sciences

Degree in Medical Technology or Microbiology

Tools

Salesforce.com

Power BI

Job description

Job Description Summary

As the Diagnostic Solutions Microbiology Instrument Sales Specialist, you are responsible for selling instrumentation, service and consumable products within the DS Microbiology Product Portfolio in hospitals and reference labs within the assigned territory.

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.

Ideal Candidate Location: New York City, NY/ Newark, NJ

The primary responsibilities of this role are to:

1. Develop and implement a territory and strategic account sales plan with Account Executive 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 business drivers.
2. Effectively deploy 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.
3. Achieve growth targets to drive new revenue goals in assigned territory.
4. Work effectively with BD customer-facing associates and distribution partners to support the customer in growth and long-term retention activities.
5. Attain or exceed the overall sales plan for instruments and consumable pull-through and provide customer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST.
6. Recognize as the product expert for driving the growth of our BACTEC, MGIT, Phoenix and other ID/AST products.
7. Manage the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, and hospital administration in the assigned territory.
8. Develop, document, and drive 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.
9. Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
10. Effectively demonstrate 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.
11. Develop and close accounts within the assigned geographic territory using a coordinated team selling model.
12. Effectively prioritize and initiate direct sales calls with distribution instrument specialists within assigned territory to identify additional revenue opportunities.
13. Forecast activity, sales funnel and new business closes as required by management.
14. Provide 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.
15. Manage 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.
16. Live the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

Skills

1. Strong track record of achieving capital sales quotas.
2. Experience developing capital contracts and quoting.
3. Experience attaining or exceeding overall capital sales plan profitability, as well as other assigned goals and objectives.
4. Knowledge of selling process and the components to build/maintain customer loyalty.
5. Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
6. Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
7. Ability to develop markets for new technology and new medical practices.
8. Excellent communication skills and interpersonal interaction required.
9. Computer savvy – working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices.
10. Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Experience & Education

1. BA / BS in Life Sciences, biological areas, business or related field. Degree in Medical Technology (MT ASCP) or Microbiology preferred.
2. Minimum 5 years documented sales success (top 20%) in broad range laboratory products with minimum 2 years clinical laboratory and/or hospital capital sales.
3. A combination of clinical market sales, financial or technical selling experience required.

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/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.