Microbiology Solutions Architect

Job Description Summary

The Microbiology Solutions Architect will be responsible for driving sales revenue creation which primarily includes automation capital sales, service and software sales for the BD Kiestra microbiology automation line. The market development into the IDN, acute care hospitals and reference lab markets will be accomplished through a consultative selling process that involves a matrix team solution sale. Typical buying cycles will be complex, including executive sponsorship and hospital administration approvals. Sales cycles typically range from 24-36 months and call points reach senior level decision makers.

Job Description

We are the makers of possible!

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

Microbiology Solutions Architect (MSA) - West (Territory includes: AZ, CA, NV, UT, CO, WY, MT, ID, OR & WA)

Product Responsible for: BD Kiestra Total Lab Automation (TLA) System

Skills you'll use every day:

• 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 sophisticated 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

Responsibilities:

• Develop and implement a strategic account sales plan which includes multiple external collaborators in the hospital and reference lab environment to achieve sales of the BD Kiestra product line and all relevant pull through products.

• Leading without direct authority of the local account teams; partnership with the Strategic Customer Group Vice Presidents, Marketing, Distribution, Applications, Service and Project Management.

• Effectively deploying clinically relevant product features / benefits with economic justification using existing selling tools as well as crafting 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 Kiestra 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 Microbiology Solutions Architect 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 (molecular, microbiology, virology) which includes Medical Technologists, Microbiology Managers/Directors, Pathology, Anti-Microbial Stewardship Councils, epidemiologists and infectious disease clinicians; and hospital administration in the assigned territory.

• Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective territories.

Qualifications:

• Minimum Bachelors degree in Life Sciences, biological areas, business or related field.

• Minimum 5 years documented sales success in large dollar capital equipment sales

• 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, Skype and / or other connectivity devices.

• Ability to travel 50-75% of the time.

• Must possess and maintain a valid state-issued driver's license with 3 years of consecutive driving history 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.

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. $130k-$255k - Annual Range includes Base + Incentive

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 

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

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