COR Solution Architect - Molecular Automation Capital Sales (Southeast)
BD, Atlanta, GA, United States
This role is within the BD Biosciences and Diagnostic Solutions business acquired by Waters Corporation (NYSE: WAT). The primary focus is strategic account sales in hospital and reference lab environments to achieve sales of the BD COR product line and related pull‑through products.
Key Responsibilities
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.
Lead without direct authority of the local PODs and partner with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants, and Project Management.
Effectively deploy clinically relevant product features/benefits with economic justification using existing selling tools as well as create new tools specific to each customer situation to define the value of our product offerings.
Manage and coordinate all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
Maintain realized revenue stream and ensure 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 must understand BD's long‑term strategic direction and communicate that strategy to the customer, demonstrating the value proposition of the entire product portfolio to meet customer needs.
Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers/Directors, 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.
About You
Strong track record of team selling including solution sales.
Able to lead seamlessly and effectively across a complex matrix.
Successful track record in capital selling into complex organizations.
Experienced in contract negotiation.
Adept at building effective financial models.
Strong C‑suite presentation skills.
Strong sales process skills including CRM/SalesForce.com management, funnel management and forecasting.
Education And Experience Required
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, 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.
Location Primary Work Location: USA MD – Sparks – 7 Loveton Circle
Compensation $202,728 – $240,000 (Base Salary + Annual Sales Incentive)
Equal Opportunity Employer Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
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Key Responsibilities
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.
Lead without direct authority of the local PODs and partner with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants, and Project Management.
Effectively deploy clinically relevant product features/benefits with economic justification using existing selling tools as well as create new tools specific to each customer situation to define the value of our product offerings.
Manage and coordinate all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
Maintain realized revenue stream and ensure 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 must understand BD's long‑term strategic direction and communicate that strategy to the customer, demonstrating the value proposition of the entire product portfolio to meet customer needs.
Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers/Directors, 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.
About You
Strong track record of team selling including solution sales.
Able to lead seamlessly and effectively across a complex matrix.
Successful track record in capital selling into complex organizations.
Experienced in contract negotiation.
Adept at building effective financial models.
Strong C‑suite presentation skills.
Strong sales process skills including CRM/SalesForce.com management, funnel management and forecasting.
Education And Experience Required
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, 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.
Location Primary Work Location: USA MD – Sparks – 7 Loveton Circle
Compensation $202,728 – $240,000 (Base Salary + Annual Sales Incentive)
Equal Opportunity Employer Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
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