BD (Becton, Dickinson and Company) Diagnostics Solutions Architect (Women's health/molecular/ capital) - West Coast in California
Job Description SummaryDiagnostics Solutions Architect - West Coast
Diagnostics Solutions Architect for the Life Sciences and Diagnostics business is responsible for driving sales across our entire women’s health and molecular portfolio of products. This position has responsibility for building key relationships and driving sales growth across our existing and new customer base. The focus will be on a higher level solution selling in the C-suite or other potential influencers for molecular business.
Involves a longer sales cycle with the largest and most prestigious clients/Integrated Delivery Networks (IDN’s), Regional Reference Labs, and largest revenue generating opportunities in the healthcare market focused on Women’s Health opportunities.
This role will own and drive the local DS account team to include the CSS, MSS and Non-acute teams to help coordinate the account strategy and own the entire sales process and post sales customer experience.
Drive and implement Women’s health solutions into specific assigned accounts aligned to each area and region in the US by developing cross functional teams, CSS, MSS, ABM and RBMs to gain incremental revenue and growth.
Responsible for coordinating marketing campaigns in the US Region in coordination with Global to drive growth in regional reference labs and Key Accounts.
Drive and implement bi-annual business reviews with cross functional teams to Key accounts focused on growth areas by platform for womens health and molecular business
Identify new strategic plans to drive competitive displacements to increase market share and expand existing customer base to achieve the growth in molecular.
Coordinate the selling activities related to the entire BD Women’s Health portfolio to include HPV, MVP, SurePath and STI’s on the Viper and Max Platform to secure current business and identify customers for new molecular platforms.
Responsibilities to include managing the customer experience, KOLs, area reference list, new product pipeline and life cycle for BD Women’s Health Solutions
Customer facing sales experience, with successful track record
Experience driving success within an IDN environment and strong knowledge of US healthcare industry and lab experience.
Managing without authority
Capital Sales experience
Bring a combination of clinical technical selling experience required to manage multiple product portfolios
Excellent relationship management and C-level experience
Demonstrated ability to think strategically to develop solutions that solves customer needs
Demonstrated ability to work collaboratively and proactively with others to achieve cross business goals and ability to utilize account team resources effectively based upon customer needs- Managing the matrix
Experience collaborating with key influencers and senior decision makers by creating value for partnership
Excellent communication skills – verbal, written and presentations
Strong financial and analytical capabilities
Required Education and Knowledge Preferred
BA / BS in business or related discipline. MBA desired but not required
Minimum 5-7 years documented sales success with a strong focus on capital sales in a complex healthcare environment
Experience selling directly to large complex IDN’s- preferred
Experience selling in the lab and molecular market- preferred
Understanding health care reform/payer/GPOs/Distribution
Knowledge of selling process and the components to build / maintain customer loyalty.
Working across functional and business unit segments.
Primary Work LocationUSA MD - Baltimore
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