Medical Device Sales Professional

21 hours ago


Franklin Lakes, New Jersey, United States BD (Becton, Dickinson and Company) Full time
Job Description Summary

The Specimen Management Consultant will be responsible for selling BD's consumable products to hospitals, health systems, and reference laboratories. This role requires assessing clients' needs, maintaining existing business portfolios, and driving sales to meet or exceed quotas.

Key Responsibilities
  • Lead incremental conversion opportunities from initial targeting through evaluation and drive sales to meet or exceed sales quota.
  • Work with local distributor branches servicing the territory and utilize available sales support to drive the growth of BD's business.
  • Conduct daily sales calls to introduce novel solutions to customers through clinical insights, quality products, and studies/tools.
  • Develop new business markets where opportunities exist and actively seek to convert accounts where competitive products are being used.
  • Work effectively with BD customer-facing associates and distribution partners to support customers in growth and long-term retention activities.
  • Service hospitals, reference labs, and alternative locations within a given territory and complete all customer service activities.
  • Attain an assigned territorial sales quota and achieve market share goals for particular product lines.
  • Maintain 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 and ensure distributor partners are 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.
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.
  • Demonstrated successful sales track record, solid negotiation skills, understanding of buyer/decision-maker types, and ability to assess and respond to customer needs.
  • Ability to manage resources, conduct pre-call planning, and prioritize and segment accounts.
  • Willingness to travel in the field 75% of the time.
  • Proficiency with Microsoft Office (Word, PowerPoint, Excel) and familiarity with Salesforce software.
  • Excellent communication skills, including presentation skills, written and verbal communication, and good analytical skills.
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.

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