Job Description Summary

The Microbiology Solutions Architect will be responsible for driving sales revenue creation which primarily includes automation capital sales, service and software sales for the BD Kiestra microbiology automation line. The market development into the IDN, acute care hospitals and reference lab markets will be accomplished through a consultative selling process that involves a matrix team solution sale. Typical buying cycles will be complex, including executive sponsorship and hospital administration approvals. Sales cycles typically range from 24-36 months and call points reach senior level decision makers.

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. 

Microbiology Solutions Architect (MSA) - Southeast (Territory includes: FL, GA, SC, NC, VA, WV, OH & PR)

Product Responsible for: BD Kiestra Total Lab Automation (TLA) System

Skills you'll use every day:

• 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 sophisticated 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

 

Responsibilities:

• Develop and implement a strategic account sales plan which includes multiple external collaborators in the hospital and reference lab environment to achieve sales of the BD Kiestra product line and all relevant pull through products.

• Leading without direct authority of the local account teams; partnership with the Strategic Customer Group Vice Presidents, Marketing, Distribution, Applications, Service and Project Management.

• Effectively deploying clinically relevant product features / benefits with economic justification using existing selling tools as well as crafting 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 Kiestra 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 Microbiology Solutions Architect 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 (molecular, microbiology, virology) which includes Medical Technologists, Microbiology Managers/Directors, Pathology, Anti-Microbial Stewardship Councils, epidemiologists and infectious disease clinicians; and hospital administration in the assigned territory.

• Foster existing, and establish new, relationship