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. 

Our vision for “function or BU” at BD

The COR Solutions Architect will be responsible for driving revenue creation which includes capital sales, service, software and informatics, and consumable revenue for the BD COR . The BD COR System is a fully automated and integrated high-throughput diagnostic system that enhances both laboratory operations and patient management with advanced molecular diagnostic capabilities. This market development into the IDN, acute care hospitals and Reference Laboratory markets will be accomplished through a consultative selling process and involves a matrix team solution sale. Within the solution selling may include adjacent products in the BD portfolio. Typical buying cycles can be complex including executive sponsorship and board of director approvals. Sales cycles are typically 12 - 24 months and call points reach senior level decision makers.

Candidate Location (Ideally by a major Airport):

NYC or Boston, MA

Key Responsibilities Will Include

• 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

About You

• Strong track record of team selling including solution sales

• Able to lead seamlessly and effectively across a complex matrix

• Successful track record in capital selling into complex organizations

• Experienced in contract negotiation

• Adept at building effective financial models

• Strong C-suite presentation skills

• Strong sales process skills including CRM/SalesForce.com™ management, funnel management and forecasting

Education And Experience Required

• BA / BS in Life Sciences, biological areas, business or related discipline

• Minimum 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 re