BD (Becton, Dickinson and Company) Jobs

Job Description Summary

The Product Specialist will technically sell and support the PAS, Microbiology and BD MAX portfolios. This role will assist in the sales and marketing effort through high-end technical selling, applications support and technical problem solving to end users.

Job Description

Responsibilities:

1. Achievement of revenue and gross profit targets for territory.

2. Demonstrate exceptional technical knowledge of all Specimen Management and Microbiology products to support the sales effort.

3. Demonstrate exceptional capability to sell the Specimen Management, Microbiology and Molecular Biology portfolios.

4. Utilise Salesforce Effectiveness (SFE) and BD Way of Selling. This includes the

following:

• Use of Professional Selling Skills to plan and conduct sales calls

• Utilising SPI method of Strategic Selling for the development and

• execution of sales opportunities

• Utilisation of selling tools (incl. iPad applications) to present value propositions to key buying influences

• Compliance to SFDC guidelines including documentation of events and sales opportunities

1. Establish and maintain working relationships with each customer account in order to

monitor customer service and support, and potential sales opportunities.

1. Serve as the contact point for microbiology and PAS on applications and technical

related queries for customers.

1. Maintain up-to-date knowledge of prevailing pathology practices, scientific discoveries

and emerging competitor technology pertaining to their respective product portfolio.

1. Maintain comprehensive applications/technical knowledge of customer practices, to

provide technical consultation to the customer and offering a tailored solution to

accelerate the adoption of the BD offering.

1. Demonstrate the use and advantage of BD technology and instrumentation; conduct product demonstrations and evaluations with prospective customers.

2. Tailor, plan for and coordinate in-service programs to meet individual customer

requirements to support product use in the field. Engage internal and external

stakeholders to deliver on plan.

1. Contribute to the response to tenders by providing technical/customer information as

required.

1. Spend 80% minimum in the field working with end users.

2. Work closely with designated service engineers to ensure prompt resolution of

customer issues.

1. Ensure activities of the BD portfolio are consistent with the BD core values and

comply with relevant Acts, legal demands and ethical standards.

1. Works closely with the corporate contacts related to technical support, QA/QC, and

R&D to address customer concerns, and determine corrective action and customer

follow-up.

PERSON SPECIFICATION

Knowledge and Experience

• Bachelor’s degree at a minimum in phlebotomy, pathology or microbiology, as well as a

• minimum of 3-5 years’ experience in a clinical pathology setting

• Thorough knowledge of diagnostics

• Excellent communication and organization skills

• Results oriented and highly motivated to succeed

• Business Acumen and commercial awareness are desirable qualities

• Must have a high level of relevant technical competence and clinical experience

• Ability to deal with multiple priorities and short time lines from time to time.

• Must be able to work with the Sales team to set and manage appropriate customer expectations

• Demonstrated ability in matching and delivering the appropriate level of in-servicing /support with the value of a business opportunity

• Demonstrated competence in computer literacy with knowledge of MS Office, Excel and Outlook

• Project Management experience an asset

• Problem solving ability and demonstrated examples of innovative solutions

• Excellent oral and written communication skills required

• Ability to interpret and maximize use of clinical data

• Excellent presentation skills

COMPETENCIES:

Driving for Results

The personal drive to achieve results, and the ability to focus one’s attention on

accomplishing key objectives and positive outcomes for oneself, one’s team and the

business. It is a concern for working well or for surpassing a standard of excellence. The

standard may be one’s own past performance (striving for improvement), an objective

measure (results orientation), outperforming others (competitiveness); challenging goals one

has set, or even what anyone has ever done (innovation). It includes having the tenacity to

overcome obstacles and striving for quality, timeliness and efficiency in carrying out work. It

also involves effectively assessing and managing risk, and measuring results.

1. Achieves or exceeds performance expectations

2. Establishes own standards to maximize performance

3. Sets and works to meet challenging goals

4. Makes cost-benefit analyses

5. Drives the business forward

Building Relationships

The ability to build and nurture solid, ongoing relationships to advance stakeholder

satisfaction and professional influence in the stakeholder’s organization. It is based on

becoming an indispensable partner and involves focusing one’s efforts on discovering and

meeting the needs of customers, and demonstrating a commitment to providing the highest

levels of value added, quality service.

1. Identifies and approaches key contacts

2. Targets relationship building based on customer insight

3. Organises involvement of key players

4. Establishes relationships for strategic advantage

5. Leverages success, contacts and relationships

Customer Centric

Implies a desire to work closely with customers to understand and address their needs and

concerns and continually provide high levels of service so that overall customer satisfaction is achieved. Individuals with a strong customer service orientation make customers and their

needs a primary focus of their actions, and develop and sustain productive customer

relationships.

1. Responds appropriately

2. Makes efforts to understand customer needs

3. Takes personal responsibility

4. Acts to add value and make things better for the customer

5. Addresses underlying customer needs

Influencing Others

The ability to persuade, convince, influence or gain the commitment of others (individuals or

groups) to get them to accept a point of view, adopt a specific direction, commit to an idea,

come to consensus on mutually beneficial agreements, or take a course of action. The key is

understanding others and using that understanding to have a specific impact or effect on

them.

1. Uses direct persuasion

2. Adapts actions or words to the audience

3. Uses customized influence strategies

4. Uses complex indirect influence strategies

Gathering Intelligence

Systematically acquires/gathers information (e.g., facts, ideas, and opinions) needed for

analysing situations, effective decision making, planning, relationship building, and the well-informed execution of responsibilities. At the lower levels, it is the ability to ask questions and

go to the source for information; at the higher levels, it is the ability to be more proactive in

conducting research and employing systems and processes to systematically maintain

strategic edge.

1. Asks questions

2. Investigates

3. Conducts research to collect relevant information – digs deeper

4. Uses systems to inform sales process

Teamwork

Puts into practice values and behaviours that contribute to group effectiveness and

performance, and the achievement of team objectives.

 Listens effectively (active listening);

 Constructively responds to point of view expressed by others;

 Gives others the benefit of the doubt;

 Provides support to those who need it;

 Recognises the interest and achievements of others.

Planning, Coordination and Execution

The ability to plan and coordinate work, understand and effectively manage resources, and

execute individual and team activities in a way that maximizes productivity and ensures

alignment with priorities, and the achievement of goals and objectives and. At the highest

levels, individuals are able to achieve desired results on a consistent basis despite having to

deal with unpredictable or unexpected circumstances.

1. Plans own work activities

2. Manages multiple priorities

3. Coordinates activities involving others within one’s team

4. Plans and executes broad implementation efforts

5. Assigns priorities to complex, multiple competing products and plans effectively

Additional Remarks

The role demands an ability to impart technical and clinical information while maintaining

presence and vitality within the training and clinical environment.

The person who functions in this role must have tenacity and be highly self-motivated. This

person will also demonstrate self-learning and be abreast of current issues in the health care

arena.

As part of the Sales and Clinical team this person needs to have a good sense of the

commercial picture and the desire to be part of a team as well as a flexible approach to

satisfying customer needs.

Primary Work Location

AUS Sydney - North Ryde

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.