Diagnostic Solutions Account Executive Sacramento, CA

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 As the Diagnostic Solutions Account Executive you are responsible for selling, profitable growth and total account management activities for all defined products within the DS Product Portfolio in hospitals and clinical labs within the assigned territory. The ideal candidate 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. 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. $125,000-$160,000 Annual Comp included base + 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. 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 #J-18808-Ljbffr Becton Dickinson