Job Description Summary

Job Description

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.

The Clinical Flow Cytometry Sales Specialist is responsible for selling and account management activities for all products within the BD Biosciences Clinical Product Portfolio in hospitals and reference labs within the assigned territory.

• 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 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 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 (Service Engineers, and Technical Applications Specialists) to support the customer in growth and long-term retention activities

Key responsibilities will include:

• Attain or exceed the overall sales plan and provide customer support for the Biosciences Clinical product portfolio. This includes instrumentation and a significant reagent / consumable stream.
• Recognized as the product expert for driving the growth of our BD FACSLyric™ and FACSCanto™ flow cytometers, as well as our Sample Preparation Systems.
• Lead the sales process consisting of the clinical laboratory (Flow Lab, Lab Management, Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.
• Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan.
• 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.
• Effectively demonstrate the value proposition associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution.
• Develop and close accounts within the assigned geographic territory using a coordinated team selling model (Service Engineers, Technical Applications Specialists, Sales Management and Marketing).
• Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to ensure account needs are met and or opportunities fully exploited.
• Forecast activity and closes as required by management.
• 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.
• Live the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

About you:

• Knowledge of selling process and the components to build / maintain customer loyalty.
• Preparation, presentation and closing skills to include direct sales 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, iOS, android and / or other connectivity devices.

Education and experience required:

• BA / BS in Life Sciences, biological areas, business or related discipline. Degree in Medical Technology (MT ASCP) or Cell Biology preferred.
• Minimum 3 years do