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Summary of Position with General Responsibilities:

As the Diagnostic Solutions Account Executive you are responsible for selling, profitable growth and total account management activities for all defined products within the DS Product Portfolio in hospitals and clinical labs within the assigned territory.

The primary responsibilities of this role, are to:

• Develops and implements a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.  Leads the development of an account plan specific to each hospital’s economic and strategic 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 makersand influencers across the customer buying process to arrive at a contractual purchase agreement for these products.  

• Responsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact.  

• Works effectively with BD customer facing associates (Instrument Specialists, Clinical 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 provides customer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.

• Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, value analysis, 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 stakeholders 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, orchestrates new customer acquisition strategies with full BD DS team

• Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to execute a successful product conversion within the institution. 

• Develops account strategy and closes accounts within the assigned geographic territory using a coordinated team selling model (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists, Distribution Partners, 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 identifyadditional revenue opportunities.

• Effective Customer Resource Management for accounts, including sales forecasts,selling activity and closes as required by management. 

• Provides continuous support including post sales activities.  Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.

• Manages 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.

Skills

• 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 – working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices. 

• Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Experience & Education

• 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 (top 20%) in broad range laboratory products with minimum 1-year clinical laboratory and / or hospital sales. 

• A combination of clinical market sales, financial or technical selling experience required.