COR Solution Architect - Molecular Automation Capital Sales (PNW)

Job Title

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.

Salary

$202,728 - $240,000 (Base Salary + Annual Sales Incentive)

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.

Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift