COR Solution Architect - Molecular Automation Capital Sales (Southeast)

Job Description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation, 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.

Key Responsibilities

• 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.
• Lead without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management.
• Effectively deploy 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.
• Manage and coordinate all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
• Maintain realized revenue stream and ensure 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.
• Communicate BD's long term strategic direction to the customer and 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 territory.

Qualifications

• 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.

Location

USA, MD – Sparks – 7 Loveton Circle

Salary

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

Equal Opportunity Employer

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.