(Field Sales) Account Executive - IDS - Cincinnati

Company: Becton Dickinson
Location: Lexington
Posted on: June 25, 2022

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