JOB DESCRIPTION SUMMARY

The Specimen Management Consultant, SMC (Virginia), will sell existing and new BD SM consumable products to include blood collection, safety phlebotomy, transfer devices, accessories and etc. to hospitals, health systems, reference laboratories and to the US healthcare market segment. They will also assess clients’ needs with product ordering, in servicing and maintaining the existing business portfolio. They will successfully lead incremental conversion opportunities from initial targeting through evaluation and will drive sales to regularly meet or exceed sales quota. Other key responsibilities will include working with local distributor branches servicing the territory and utilizing available sales support to drive the growth of BD’s business.

JOB DESCRIPTION

We are the makers of possible
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.
We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

EDUCATION AND EXPERIENCE REQUIRED:

• Bachelor’s degree
• At least 3 years of medical device, pharmaceutical, diagnostic, biotech or related sales experience
• Proven sales success with strong negotiation, communication, and presentation skills; adept at understanding buyer types and responding to customer needs
• Demonstrated experience in sales process including managing resources, conducting pre-call planning, and ability to prioritize and segment accounts
• Ability to travel up to 75%
• Must possess and maintain a valid state-issued driver’s license and meet BD’s auto safety standards

EDUCATION AND EXPERIENCE PREFERRED:

• Master’s degree
• Experience calling on Infection Prevention, Med/Surg, Occupational Health, Nursing, OR, or Labs
• Experience selling on value in a medical sales capacity
• Previous clinical work experience
• Familiar with Salesforce software
• Experience maintaining Integrated Business Plans (IBPs) to ensure attainment territory goal
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  you!

ABOUT THE ROLE:

In this role you will sell existing and new BD specimen management consumable products to include blood collection, safety phlebotomy, transfer devices, accessories and etc. to hospitals, health systems, reference laboratories and to the US healthcare market segment. You will also assess clients’ needs with product ordering, in servicing and maintaining the existing business portfolio. You will successfully lead incremental conversion opportunities from initial targeting through evaluation and will drive sales to regularly meet or exceed sales quota.

KEY RESPONSIBILITIES WILL INCLUDE:

• Lead with a focused growth mindset delivering for our customers and driving profitable growth.
• Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.
• Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
• Conduct daily sales calls to introduce novel solutions to customers through clinical insights, quality products and studies/tools to customers.
• Actively seek to convert accounts where competitive products are being used.
• Collaborate with BD customer facing associates (Account Executives, Product Specialists, Associate Territory Managers, National Accounts, Strategic Account Vice Presidents) as well as BD’s distribution partners to support the customer in growth and long-term retention activities.
• Complete customer service activities including product in-servicing, follow up on technical questions, ensuring a smooth supply chain and delivery of product.
• Attaining an assigned territorial sales quota and achieve market share goals for particular product lines.
• Maintaining a high level of technical and market expertise and educate the market on proper utilization and acceptance of BD product portfolio.
• Keep abreast of changing market activities and product enhancements.
• Ensure our distributor partners are kept informed about IDS products, prices, promotions and policies.