Specimen Management Consultant

Specimen Management Consultant

Requirements

• Bachelor’s degree (BA or BS) from a four-year college or university. MBA a plus.
• 3-5+ years experience as a medical device sales professional.
• Excellent communication, interpersonal and analytical skills.
• Must have a demonstrated successful sales track record, solid negotiation skills, understanding of buyer/decision maker types, exhibit effective selling, listening, and verbal/presentation skills, and ability to assess and respond to customer needs.
• Must have demonstrated experience in sales process including managing resources, conducting pre-call planning, and ability to prioritize and segment accounts.
• Must be willing to travel in the field 75% of the time.
• Proficiency with Microsoft Office (Word, PowerPoint, Excel).
• Familiar with Salesforce software.
• Excellent communication skills that include presentation skills, written and verbal communication
• Good analytical skills; ability to utilize sales tools to interpret market trends.

Responsibilities

• Lead with a focused growth mindset delivering for our customers and driving profitable growth.
• Conduct daily sales calls to introduce novel solutions to customers through clinical insights, quality products and studies/tools to customers.
• Develop new business markets where opportunities exist.
• Actively seek to convert accounts where competitive products are being used.
• Works effectively 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.
• Service hospitals, reference labs and alternative locations within a given territory.
• Complete all 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.
• Recognized as the product expert for driving the growth of the Specimen Management product portfolio.
• 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.
• Routinely maintain all territory account data and forecast management through SFDC.

Preferred Qualifications

• Preferred experience calling on Infection Prevention, Med/Surg, Occupational Health, Nursing, OR, and Lab.
• Experience selling on value in a medical sales capacity.
• Experience maintaining Integrated Business Plans (IBPs) to ensure attainment territory goals.
• Former clinical experience preferred.
• Good track record of building and maintaining strong relationships with key customers and opinion leaders.