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BD (Becton, Dickinson and Company) Molecular Sales Specialist - South Texas in San Antonio, Texas

Job Description Summary

Molecular Sales Specialist (MSS) calls on large hospitals and laboratories within the South/Southwest Texas territory. The MSS is responsible for identifying and closing new business, with a focus on complex, capital equipment sales. This role is expected to achieve the financial objectives of the assigned territory, as well as, assist the region in achieving its overall sales goals by effectively implementing BD Integrated Diagnostic Solutions sales and marketing strategies. The MSS will partner with the assigned IDS Account Executive (AE) to fully develop and implement regional and strategic account sales plan(s) involving multiple stakeholders and buyers in the hospital/laboratory adoption of assigned product portfolio. Develops and implements regional and strategic account sales plan to grow the focused product business, while coordinating efforts with the AE and Regional Business Managers (RBM) to fully utilize the entire BD selling team consisting of AE and Consumable Specialist (CS), Cytology Sales Specialist (CSS) Non-Acute Account Business Manager (ABM) and Molecular Application Specialist. Responsible for sales, sales forecasting, marketing feedback, best practices development, ongoing training and development, reference site development, and customer satisfaction relative to sales activities.

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.

RESPONSIBILITIES:

  • Understands BD’s long term strategi direction and is able to communicate that strategy to the customer. Using this knowledge, demonstrates the value proposition of the assigned product portfolio to be consistent with the needs of the customer.

  • Becomes fully proficient in molecular applications and to serve as a molecular technical specialist, capital equipment professional and to drive sales of BD’s complete molecular portfolio.

  • Works closely with the Local Account Teams in the region to identify and close new accounts, attain or exceed the overall sales plan for the designated platform of products within the MLS territory

  • Develops and implements a regional and strategic account sales plan involving multiple partners and buyers in the hospital / laboratory adoption of designated products and platforms.

  • Calls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, and prepare economic models / proposals and quotes within company guidelines.

  • Develops and implements sales and marketing plans, including customer profiling, targeting and call schedules, to ensure achievement of all sales objectives

  • Demonstrates the ability to work cooperatively with all BD personnel as a member of the local account team to achieve regional objectives through the communication of successful tactics and recommendations for continuous improvements in procedures, strategies, and specific processes.

  • Works with key support staff, such as the Molecular Applications Specialist (MAS) and other technical support team members, to develop and implement key account evaluation plans and to update colleagues on a regular basis.

  • Generates leads and sales by participating in state, regional, and national meetings as directed by Sales Management. Activities include pre-meeting display setup if necessary; meeting support, post meeting display disassembly as needed.

  • Participates on cross-functional product launch teams. Work closely with the other DS sales team members s and Marketing Product Managers to gather best practice and centers of excellence data.

KNOWLEDGE AND SKILLS:

  • BA/BS in Life Sciences, Biological areas, Business, or closely related field.

  • Five (5) years detailed medical sales experience (capital equipment/molecular diagnostics and/or IHC products in the medical marketplace) involving sophisticated selling situations, with a minimum 3 years proven experience in medical device sales.

  • Consistent track record in developing new capital equipment business on a yearly basis.

  • Must be self-motivated to succeed and have a mastery of the sophisticated sales process.

  • Computer proficiency is required, including skills with the use of Microsoft Word, Excel, and PowerPoint.

  • Demonstrated extensive knowledge of current U.S. healthcare trends that can be integrated into region sales strategies.

  • Demonstrated strong organizational, territory management, account assessment and relationship development skills.

  • Demonstrated analytical thinking abilities with financial orientation applicable to contract proposals and profitability, budget, and expense management.

  • Ability to adapt to changing markets and or territory conditions while maintaining all objectives and/or goals.

  • Demonstrated ability to operate independently and strategically to achieve individual and corporate goals.

  • Proven ability to read, analyze, and interpret documents such as purchase agreements, financial reports, professional journals, package inserts, technical procedures, and government regulations

COMPETENCIES:

Achieving Business Results (Drive for Results): Results consistently meets and exceeds sales/business targets. Applies principles of account qualification, targeting, territory coverage (frequency X reach) and resource management to optimize productivity. Identifies opportunities to improve results both in terms of sales/share and profitability; growth oriented. Excels at lead generation; strives for continuous improvement (effectiveness + efficiencies). Maintains compliance to the highest ethical standards.

Sales Knowledge and Selling Skills: Excels in consultative selling, service and communication skills [including but not limited to presentation skills] across multiple levels of customers/across organizations. Outstanding ability to influence, persuade and close the sale/gain customer commitment. Demonstrates excellent listening and questioning skills. Key messages are believed and acted upon by customers. Drives the customer decision-making process. Is highly responsive; follows through. Strong Medical/Scientific/ Technical Product knowledge.

Sales and Cross-Functional Teamwork (Interpersonal Savvy): Is continuously focused and aligned to common purpose. Strives to achieve organizational harmony whenever possible. Is positive and proactive, works collaboratively with others to achieve targets and provides services. Excellent internal communication skills across and throughout the organization. Respects authority; follows established lines and methods of internal communication.

Contract Management, Budgeting and Administration: Develops and manages budgets by customer and account; knows how to calculate and drive return on sales investment in the account and territory. Effectively monitors and manages all stages and elements of the contract cycle. Involves others from the company as needed to help secure, support and execute the contract. Maintains and protects company property/assets.

Customer Focus and Relationship Management: Develops and maintains strong and close relationships in multi-customer environments. Builds individual and collective customer loyalty / champions / advocates. Is intimate in knowledge of the customer and how best to service its needs. Builds strong customer networks and leverages within and across customer organizations. Creates and closely manages opportunities for multiple interfaces with customers. Fast and flexible in responding to customer needs.

Competitiveness and Sales Leadership (Perseverance): Will to win; strong knowledge of competition; uses competitive knowledge to formulate and differentiate selling strategy and tactics. Highly motivated; takes the initiative; self-confident. Strives to be the best representative across industry within the territory, within the customer organization and within the company. Leads through “natural” authority; takes accountability; not shy to handle tough situations or decisions.

Sales Strategy and Tactics (Planning / Organizing): Stays focused on core selling strategies and impeccable alignment and implementation of tactics to deliver results and move the customer forward in the buying process. Demonstrates selling innovativeness; one’s selection and execution of tactics are key points of differentiation, important to customers and not easily imitated by competition within the territory and/or account. Secures, monitors and manages standardization, product utilization and/or evaluation and placement.

Selling in Complex Multi Dimensional Organizations: Recognizes challenges of and is versatile selling in complex/multi-dimensional organizations. Balances short term with longer term opportunities and solutions. Recognizes and adapts quickly to changes in decision-making hierarchy. Has high level of access to and is effective in working with multiple top decision-makers and influencers in the account. Does not get trapped into working with only one or two persons within the organization. Uses good judgment and demonstrates excellent problem-solving and decision-making skills.

Business Acumen/Key Account Planning & Negotiation: Strong business acumen and strategic negotiation skills. Excels in key account analytics, strategy and planning to identify and manage key/national account and new business potential. Strong numeracy, financial agility and accuracy. Stays focused on business success/growth drivers, top customer/key account needs and leverages competitive advantage in group and individual negotiations.

Click on Apply if this sounds like you!

Why join us?

A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.

To learn more about BD visit https://jobs.bd.com/

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, or any other protected status.

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Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

USA TX - Austin

Work Shift

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, or any other protected status.

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, or any other protected status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email asc.americas@bd.com

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