Consumable Specialist, Integrated Diagnostic Solutions - Long Island, NYC

Employment Type

: Full-Time


: Scientific Research

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Job Description Summary

Consumable Specialist is responsible for selling the Manual Microbiology product line (plated media/ collection & transport) as well as blood and urine collection consumables in the Diagnostic Systems Product Portfolio to hospitals and reference labs within the assigned territory.

Job Description

Consumable Specialist, Integrated Diagnostic Solutions - Long Island, NYC


* Develops and implements a territory and account sales plan involving multiple stakeholders and buyers in the growth of the Manual Microbiology products.

* Works closely with the Diagnostic Account Executive in the development of an account plan specific to each hospital's key 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 makers 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 (Diagnostic Account Executives, Product Specialists, Manual Microbiology Representatives, Lab Automation Specialists, National Accounts, Strategic Account Managers, Service Engineers, and Applications Specialists) as well as BD's distribution partners to support the customer in growth and long-term retention activities.

* Attain or exceed the overall sales plan and provide customer support for the Manual Microbiology product portfolio.

* Recognized as the product expert for driving the growth of the Manual Microbiology 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

* Effectively demonstrate the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution.

* Develop and close accounts within the assigned geographic territory using a coordinated team selling model

* Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited

* Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.

* Forecast activity and closes as required by management.

* Provide continuous support including post sales activities. Effectively communicate with the Service organization to coordinate a successful transitioning to BD's Manual Micro Products to the long term customer satisfaction of that product portfolio.

* Manage 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.


* Bachelor's degree.

* 3-5 years demonstrated sales experience required.

* 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.

* Demonstrated ability to develop markets for new technology and hospitals.

* Excellent communication skills and interpersonal interaction required.

* Computer savvy working knowledge of MS Office applications.

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

* Must be able to travel 75%.

Preferred Qualifications:

* Degrees in Life Sciences, biological areas, microbiology, or business preferred.

* Medical Technology (MT ASCP) preferred

* Documented sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory selling experience preferred.


Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift
Associated topics: aseptic, biopharmaceutical, cytometry, health, histologist, histotechnologist, injury, medical, nutritionist, virus

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