COR Solution Architect – Molecular Automation Capital Sales

Stellenbeschreibung:

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
Leading without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management
Effectively deploying 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
Manages and coordinates all decision makers to arrive at a contractual purchase agreement for BD COR and related products
Responsible for maintaining realized revenue stream and ensuring 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
The sales associate will need to have a command of BD's long term strategic direction and be able to communicate that strategy to the customer
Using this knowledge, 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.

Requirements

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.

Core Competencies

Demonstrates expertise in strategic account management and solution selling within the clinical lab environment, focusing on large capital equipment sales. Proven ability to foster relationships with key stakeholders and effectively communicate product value propositions to achieve sales targets.