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BD (Becton, Dickinson and Company) Specimen Management Consultant - Northern CA and Southern OR (Field) in San Francisco, California

Job Description SummarySpecimen Management Consultant - Northern CA and Southern OR (Field)

Job Description

Responsibilities:

  • Develops and implements a territory and account sales plan involving multiple stakeholders and buyers in the growth of the Integrated Diagnostic Solutions consumable products.

  • Works closely with multiple Account Executives (AEs) within the designated territory in the development of an account plan specific to each hospital’s key 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.

  • Works effectively with BD customer facing associates (Account Executives, Product Specialists, National Accounts, Strategic Account Managers, Service Engineers, and Applications Specialists) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.

  • Attain or exceed the overall sales plan and provide customer support for the Consumable Specialist product portfolio.

  • Recognized as the product expert for driving the growth of the Consumable Specialist product portfolio.

  • Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders 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 soft and hard costs 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 the assigned geographic territory using a coordinated team selling model

  • Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited

  • Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.

  • Forecast activity and closes as required by management.

  • Provide continuous support including post sales activities.

  • Manage administrative duties as assigned: monitoring expenses to budget, 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.

Qualifications:

  • Bachelor’s degree.

  • 3-5 years demonstrated sales experience required.

  • Knowledge of selling process and the components to build / maintain customer loyalty.

  • Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.

  • Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.

  • Demonstrated ability to develop markets for new technology and hospitals.

  • Excellent communication skills and interpersonal interaction required.

  • Computer savvy – working knowledge of MS Office applications.

  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

  • Must be able to travel 50-75%.

Preferred Qualifications:

  • Medical Technology (MT ASCP) preferred.

  • Documented sales success in broad range laboratory products with minimum 1 year clinical laboratory selling experience preferred.

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.

Primary Work LocationUSA MD - Sparks - 7 Loveton Circle

Additional Locations

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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