(Field Sales) Account Executive - IDS - Cincinnati
Company: Becton Dickinson
Location: Lexington
Posted on: June 25, 2022
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Job Description:
Responsibilities Job Description SummaryIntegrated Diagnostic
Solutions (IDS) Account Executive is responsible for selling and
total accountmanagement activities for all products within the IDS
Product Portfolio in hospitals and reference labs within the
assigned Cincinnati and Kentucky. Job Description Be part of
something bigger BD is one of the largest global medical technology
companies in the world and is advancing the world of health by
improving medical discovery, diagnostics and the delivery of care.
We have over 65,000 employees and a presence in virtually every
country around the world to address some of the most challenging
global health issues. Essential Duties: Develops and implements a
territory and strategic account sales plan involving multiple
partners and buyers in the growth of the assigned products. Leads
the development of an account plan specific to each hospital's
economic business 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 makers to arrive at a
contractual purchase agreement for these products. Responsible for
maintaining and growing the base revenue stream and insuring
customer satisfaction through consistent and ongoing customer
contact. Works optimally with BD customer facing associates
(Product Specialists, Consumable 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 provide customer support for the IDS product
portfolio (Manual Microbiology, Blood Culture, ID/AST, Specimen
Management, Molecular Testing, Cytology, and Respiratory Testing).
Recognizes as the product authority for driving the growth of our
BACTEC , MGIT and Phoenix products. Leads the sales process
consisting of the clinical laboratory (micro, molecular, virology),
infectious disease clinicians, nursing / phlebotomy and hospital
administration (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 full utilization of a territory and
strategic account sales plan involving multiple partners and buyers
in the growth of the assigned products. Calls on prospective
customers, create demand, communicate medical, clinical and patient
outcome benefits, deliver product information and demonstrations,
prepare proposals and quotes within company guidelines. Effectively
demonstrates the soft and hard costs associated with the product
portfolio by persuading multiple decision makers and influencers to
orchestrate a successful product conversion within the institution.
Develops and closes accounts within the assigned geographic
territory using a coordinated team selling model (Product
Specialists, Consumable Specialists, Lab Automation Specialists,
National Accounts, Strategic Customer Group, Service Engineers, and
Applications Specialists, Distribution Partners, Applications
Specialist, Field Service, 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 and identify additional revenue
opportunities. Forecasts activity and closes as the need arises by
management. Provides continuous support including post sales
activities. Effectively connect with the Service organization to
coordinate a successful installation transitioning to the long term
customer satisfaction of the product. Runs administrative duties as
assigned: monitoring expenses to budget, timely administrative 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 and AdvaMed rules.
Qualifications: BA / BS in Life Sciences, biological areas,
business or related field. Degree in Medical Technology (MT ASCP)
or Microbiology preferred. Minimum 3 years documented sales success
in broad range laboratory products with minimum 1 year clinical
laboratory and / or multi-level selling experience preferred. A
combination of clinical market sales, financial or technical
selling experience required. Capital equipment experience
preferred. Experience attaining or exceeding overall sales plan
profitability, as well as, other assigned goals and objectives
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 savvy - solid understanding of MS
Office applications, Blackberry and / or other connectivity
devices. Must possess and maintain a valid state-issued driver's
license and meet BD's auto safety standards Travel varies by
region; must be able to travel 30-70%. CLICK APPLY IS THIS SOUNDS
LIKE YOU 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? A career at BD
means being part of a team that values your opinions and
contributions and that empowers you to bring your authentic self to
work. Here our associates can fulfill their life's purpose through
the work that they do every day. You will learn and work alongside
inspirational leaders and colleagues who are equally passionate and
committed to fostering an inclusive, growth-centered, and rewarding
culture. Our Total Rewards program - which includes competitive
pay, benefits, continuous learning, recognition, career growth, and
life balance components - is designed to support the varying needs
of our diverse and global associates. To learn more about BD visit
https://jobs.bd.com/ Becton, Dickinson and Company is an Equal
Opportunity/Affirmative Action Employer. We do not unlawfully
discriminate on the basis of 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, or any other
protected status. PDN LI-PRO Primary Work LocationUSA MD - Sparks -
7 Loveton Circle Additional Locations Work Shift Apply Save Job
PDN-968f5641-1de6-437d-a111-0cfe8d512765
Keywords: Becton Dickinson, Lexington , (Field Sales) Account Executive - IDS - Cincinnati, Sales , Lexington, Kentucky
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