Job Description Summary

The Clinical Cytometry Sales Rep 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 - Illinois, Wisconsin and Minnesota. The ideal candidate would live in Chicago or Minneapolis.

Job Description

Be part of something bigger!

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

Job Overview:

• Develops and implements a territory and strategic account sales plan involving multiple partners and buyers in the growth of the assigned products. Is responsible for 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.

Duties and responsibilities:

• 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 specialist driving the growth of our Lyric, Canto, as well as sample prep systems AND Clinical Cytometry reagent portfolio.
• 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 involving multiple partners and buyers in the growth of the assigned products.
• 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 your territory using a coordinated team selling model (Service Engineers, Technical Applications Specialists, Sales Management and Marketing) while communicating and coordinating 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 connect with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.
• Handle administrative duties as assigned: monitoring expenses, 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.
• Live the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

Knowledge and skills:

• 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.
• 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.

Education and experience:

• BA / BS in Life Sciences, biological areas, business or related field. Degree in Medical Technology (MT ASCP) or Cell Biology preferred.
• Minimum 3 years documented sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory and / or multi-level selling experience preferred.
• A combination of clinical market sales, financial or technical selling experience required.
• Capital equipment experienc