Job Description
Job Description Summary
Job Description
As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters.
Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
Key Responsibilities Will Include
Develop and implement a strategic account sales plan which includes multiple external stakeholders in the hospital and reference lab environment to achieve sales of the BD COR product line and all relevant pull through products.
Leading without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management.
Effectively deploying clinically relevant product features / benefits with 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.
Manages and coordinates all decision makers to arrive at a contractual purchase agreement for BD COR 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 sales associate 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 (anatomical pathology and molecular) which includes Medical Technologists, Managers / Directors, pathology, pathology, cyto-technologists; and hospital administration in the assigned territory.
Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective
About You
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 complex 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
Education And Experience Required
BA / BS in Life Sciences, biological areas, business or related discipline required
Prefer 5 years documented sales success (top 20%) in large dollar capital equipment sales into the clinical lab
Strong knowledge of large capital equipment sales in complex accounts (hospitals and reference labs).
Solution selling and leading without authority in a highly matrix organization
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.
Ability to develop markets for new technology and new medical practices.
Excellent communication skills and interpersonal interaction required.
Computer and new technology savvy - working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices.
Ability to travel 50% or greater of the time.
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
Why Join Us?
A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careers
At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.
Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $202,728 - $240,000 (Base Salary + Annual Sales Incentive)
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.
Required Skills
Optional Skills
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Primary Work Location
USA MD - Sparks - 7 Loveton Circle
Additional Locations
Work Shift