Becton Dickinson

Global medical devices, lab equipment supplier

Diagnostic Solutions Account Executive

Field SalesConfirmed live in the last 24 hours

Full-timePortland, OR, USANo salary listed

About the Job

Requirements

A bachelor's degree in Life Sciences, biological areas, business, or a related field is required.
At least 3 years of documented sales success in a broad range of laboratory products, including at least 1 year of clinical laboratory and/or hospital sales experience.
A combination of clinical market sales, financial selling, or technical selling experience is required.
Experience attaining or exceeding an overall sales plan profitably, along with other assigned goals and objectives, is required.
Knowledge of the selling process and the components of building and maintaining customer loyalty is required.
Preparation, presentation, and closing skills, including direct sales, use of distribution channels, and/or a team-selling approach, are required.
Strong organizational skills, territory management, account assessment, and relationship development are required.
Analytical ability and a financial orientation applicable to contract proposals, profitability, budget, and expense management are required.
Ability to develop markets for new technology and new medical practices is required.
Excellent communication skills and interpersonal interaction are required.
Computer proficiency and working knowledge of Microsoft Office applications, Salesforce.com, Power BI, and connectivity devices are required.
A valid state-issued driver's license must be maintained, and BD's auto safety standards must be met.

Responsibilities

Develop and implement a territory and strategic account sales plan involving multiple stakeholders and buyers to grow assigned products, including an account plan tailored to each hospital's economic and strategic drivers.
Present clinically relevant product features, benefits, and economic justification using existing selling tools and creating tools for individual customer situations; coordinate decision-makers and influencers through the buying process to reach contractual purchase agreements.
Maintain and grow base revenue and ensure customer satisfaction through consistent, ongoing customer contact.
Work with BD customer-facing associates and distribution partners to support customer growth and long-term retention.
Attain or exceed the overall sales plan and support customers for the Diagnostic Solutions product portfolio, including Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.
Manage the sales process across clinical laboratories, infectious disease clinicians, pharmacy, value analysis, and hospital administration, including laboratory committees, purchasing, supply chain management, IT, and senior hospital administration.
Develop, document, and drive the customer buying process through full use of territory and strategic account sales plans.
Call on prospective customers, create demand, communicate medical, clinical, and patient-outcome benefits, deliver product information and demonstrations, and coordinate new-customer acquisition strategies with the BD Diagnostic Solutions team.
Demonstrate the soft and hard costs associated with the product portfolio and persuade decision-makers and influencers to execute product conversions within institutions.
Develop account strategies and close accounts in the assigned territory using a coordinated team-selling model with internal specialists, national accounts, service, applications, distribution partners, and marketing.
Communicate customer needs, including inventory and supply-chain updates, contract changes, and competitive intelligence, to distributors to ensure account needs are met and opportunities are pursued.
Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.
Manage customer resource management for accounts, including sales forecasts, selling activity, and closes as required by management.
Provide post-sales support and coordinate with the Service organization for successful installation and transition to long-term customer satisfaction.
Perform assigned administrative duties, including monitoring expenses against budget, timely administrative and call reporting, funnel and competitive-data entry, new contracts and renewals, Company asset use and maintenance, and adherence to OSHA and Universal Lab precautions.
Adhere to BD Values, including the BD Code of Conduct and AdvaMed rules.

Desired Qualifications

A degree in Medical Technology (MT ASCP) or Microbiology is preferred.

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.



We are the people who give possibilities purpose

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.

Job Description

The ideal canidate will reside in or near Portland, OR

Key Responsibilities Include:

Develops and implements a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.  Leads the development of an account plan specific to each hospital’s economicand strategicbusiness 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 makersand influencersacross the customer buying processto arrive at a contractual purchase agreement for these products.

Responsible formaintainingand growing the base revenue stream andensuringcustomer satisfaction through consistent and ongoing customer contact.

Works effectively with BD customer facing associates (InstrumentSpecialists,Clinical Specialists,Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.

Attains or exceeds the overall sales plan and providescustomer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST,and Molecular Diagnostics.

Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians,pharmacy,value analysis,and hospitaladministration (Laboratory Committee,Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.

Develops, documents, and drives the customer buying process through fullutilizationof a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.

Calls on prospective customers, create demand, communicate medical,clinicaland patient outcome benefits, deliver product information and demonstrations,orchestratesnew customer acquisition strategies with full BD DS team

Effectivelydemonstratesthe soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers toexecutea successful product conversion within the institution.

Developsaccount strategyand closes accounts within the assigned geographic territory using a coordinated team selling model (InstrumentSpecialists,Clinical Specialists,Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists, Distribution Partners, and Marketing).

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

Prioritizes and initiates direct sales calls with distributors to protect existing sales andidentifyadditionalrevenue opportunities.

Effective Customer Resource Management for accounts, including sales forecasts,sellingactivity and closes as required by management.

Provides continuous support includingpost salesactivities.  Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.

Manages administrative duties as assigned: monitoring expenses to budget,timelyadministrative 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.

Lives the BD Values, including but not limited to, the BD Code of Conduct andAdvaMedrules.

Required Experience & Education

BA / BS in Life Sciences, biological areas,businessor related field.  Degree in Medical Technology (MT ASCP) or Microbiology preferred.

Minimum 3 years documented sales success (top 20%) in broad range laboratory products withminimum1-year clinical laboratory and / or hospital sales.

A combination of clinical market sales, financial or technical selling experiencerequired.

Experienceattainingor exceeding overall sales plan profitability, as well as other assigned goals andobjectives

Knowledge ofsellingprocess and the components to build /maintaincustomer loyalty.

Preparation,presentationand closing skills to include direct sales, use of distributionchanneland/or team selling approach.

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

Ability to develop markets fornew technologyand new medical practices.

Excellent communication skills and interpersonal interactionrequired.

Computer savvy – working knowledge of MS Office applications,Salesforce.com, Power BIand connectivity devices.

Mustpossessand 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?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

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

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

Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift

About the Company

Becton Dickinson

Global medical devices, lab equipment supplier

BD (Becton, Dickinson and Company) is a global medical technology company that designs, manufactures, and sells medical devices, laboratory equipment, and related services for hospitals, labs, clinicians, and biopharma partners. It operates in four segments: Medical Essentials (medication delivery and specimen management devices), Connected Care (medication management and advanced patient monitoring systems), BioPharma Systems (drug delivery systems for pharmaceutical partners), and Interventional (surgical, endovascular, urological, and critical care products). In addition to devices, BD offers connected software, analytics, clinical education, customer portals, and service programs to support its products. The company’s goal is to help healthcare providers improve patient outcomes by enabling safer and more efficient delivery of care through integrated devices, data, and services across the health ecosystem.

Company size: 10,001+
Company stage: IPO
Headquarters: Franklin Lakes, NJ
Founded: 1961

Recently Posted Jobs

Explore more opportunities at Becton Dickinson

See more jobs