Microbiology Instrument Specialist - Carolinas, Kentucy, Tennessee and West Virginia

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 combating 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. Job Description As the Diagnostic Solutions Microbiology Instrument Sales Specialist, you are responsible for selling instrumentation, service and consumable products within the DS Microbiology Product Portfolio in hospitals and reference labs within the assigned territory. Primary Responsibilities Develop and implement a territory and strategic account sales plan with an Account Executive involving multiple stakeholders and buyers in the growth of the assigned products; lead the creation of an account plan specific to each hospital’s economic business drivers. Effectively deploy clinically relevant product features and 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. Coordinate all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products. Achieve growth targets to drive new revenue goals in the assigned territory. Work effectively with BD customer‑facing associates (Account Executive, Clinical Specialist, 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. Attain or exceed the overall sales plan for instruments and consumable pull‑through and provide customer support for the DS product portfolio—Manual Microbiology, Blood Culture, TB, ID/AST. Recognize as the product expert for driving the growth of our BACTEC, MGIT, Phoenix and other ID/AST products. Manage the sales process for clinical laboratories (microbiology, molecular, virology), infectious disease clinicians, pharmacy, and hospital administration throughout the assigned territory. Document and drive the customer buying process through full utilization of a territory and strategic account sales plan. Call on prospective customers, create demand, communicate medical and clinical benefits, deliver product information and demonstrations, and prepare proposals and quotes within company guidelines. Demonstrate the soft and hard costs associated with the product portfolio to persuade multiple decision makers and influencers to orchestrate successful product conversion. Close accounts within the assigned geographic territory using a coordinated team‑selling model. Prioritize and initiate direct sales calls with distribution instrument specialists to identify additional revenue opportunities. Forecast activity, sales funnel, and new business closes as required by management. Provide continuous support including post‑sales activities and coordinate with the Service organization for successful installation and long‑term customer satisfaction. Manage administrative duties: monitor expenses to budget, timely reporting, funnel and competitive data entry, new contracts and renewals, use and maintenance of company assets, and adherence to OSHA and universal lab precautions. Live the BD values, including the BD Code of Conduct and AdvaMed rules. Skills Strong track record of achieving capital sales quotas. Experience developing capital contracts and quoting. Experience attaining or exceeding overall capital sales plan profitability and other assigned goals and objectives. Knowledge of the selling process and its components to build and maintain customer loyalty. Presentation and closing skills for direct sales, use of distribution channel, and team selling approach. Strong organizational skills: territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals, budgeting, and expense management. Ability to develop markets for new technology and new medical practices. Excellent communication and interpersonal interaction skills. Computer savvy: working knowledge of MS Office, Salesforce.com, Power BI, and connectivity devices. Valid state‑issued driver’s license and meeting BD’s auto safety standards. Experience & Education BA / BS in Life Sciences, biological areas, business or a related field; a degree in Medical Technology (MT ASCP) or Microbiology is preferred. Minimum 5 years documented sales success (top 20%) in a broad range of laboratory products with at least 2 years of clinical laboratory and/or hospital capital sales. Combination of clinical market sales, financial or technical selling experience required. 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. Primary Work Location: USA, MD – Sparks – 7 Loveton Circle. #J-18808-Ljbffr BD