Within the assigned territory, the
Molecular Sales Specialist (MSS)
calls on large hospitals and laboratories as defined by Sales Management.
The MSS is responsible for identifying and closing new business, with a focus on complex capital equipment sales. The MSS is responsible for three product categories:
(1) MAX, (2) PT/Viper and
. The MSS is responsible to grow the BD
business through competitive placements and profitable upgrades from the BD GeneOhm platform. Additionally, the MSS is responsible growing the
r business through upgrades and competitive placements.
growth will be achieved through new placements and protecting the base Affirm business.
They are expected to achieve the financial objectives of the assigned territory, as well as, assist the region in achieving its overall sales goals by effectively implementing BD Diagnostic Systems sales and marketing strategies.
The MSS role will partner with the assigned Diagnostic Account Executive (DAE) to fully develop and implement regional and strategic account sales plan(s) involving multiple stakeholders and buyers in the hospital/laboratory adoption of assigned product portfolio. Develops and implements regional and strategic account sales plan to grow the focused product business, while coordinating efforts with the Diagnostic Account Executive (DAE) and Regional Business Managers (RBM) to fully utilize the entire BD selling team consisting of DAE, Women’s Health Specialist (WHS), Cytology Sales Specialist (CSS),
Manual Microbiology Specialist (MMS), and Molecular Application Specialist.
This role is responsible for sales, sales forecasting, marketing feedback, best practices development, ongoing training and development, reference site development, and customer satisfaction relative to sales activities.
DUTIES AND RESPONSIBILITIES
The MSS is responsible to have full command of BD’s long term strategic direction and be able to communicate that strategy to the customer.
Using this knowledge, demonstrate the value proposition of the assigned product portfolio to be consistent with the needs of the customer.
Is to become fully competent in molecular applications and to serve as a molecular technical expert, capital equipment expert and to drive sales of BD’s complete molecular portfolio.
closely with the Local Account Teams in the
region to identify and close new accounts, attain or exceed the overall sales plan for the designated platform of products within the MLS territory
Develops and implements a regional and strategic account sales plan involving multiple stakeholders and buyers in the hospital / laboratory adoption of designated products and platforms.
Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, and prepare economic models / proposals and quotes within company guidelines.
Develop and implement sales and marketing plans, including customer profiling, targeting and call schedules, to ensure achievement of all sales objectives
Demonstrate the ability to work cooperatively with all BD personnel as a member of the local account team to achieve regional objectives through the communication of successful tactics and recommendations for continuous improvements in procedures, strategies, and specific processes.
Work with key support staff, such as the Molecular Applications Specialist (MAS) and other technical support team members, to develop and implement key account evaluation plans and to update colleagues on a regular basis.
Generate leads and sales by participating in state, regional, and national meetings as directed by Sales Management.
Activities include pre-meeting display setup if necessary; meeting support, post meeting display disassembly as needed
Participate on cross-functional product launch teams.
Work closely with the other DS sales team members s and Marketing Product Managers to gather best practice and centers of excellence data
Actively participate in all training sessions and demonstrate proficiency by testing or other means as assigned at session completion.
Manage administrative duties as assigned: monitoring expenses to budget (free goods / samples), timely administrative and call reporting, funnel and competitive data entries, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions, as applicable, and all consistent with BD Company policy.
Live the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules
KNOWLEDGE AND SKILLS:
Demonstrated comprehensive knowledge of current U.S. healthcare trends that can be integrated into region sales strategies
Demonstrated strong organizational, territory management, account assessment and relationship development skills.
Demonstrated analytical thinking abilities with financial orientation applicable to contract proposals and profitability, budget, and expense management.
Ability to adapt to changing markets and or territory conditions while maintaining all objectives and/or goals
Demonstrated ability to operate independently and strategically to achieve individual and corporate goals
Proven ability to read, analyze, and interpret documents such as purchase agreements, financial reports, professional journals, package inserts, technical procedures, and government regulations
EDUCATION AND EXPERIENCE:
BA/BS in Life Sciences, Biological areas, Business, or closely related discipline
Five (5) years documented medical sales experience (capital equipment/molecular diagnostics and/or IHC products in the medical marketplace) involving complex selling situations, with at least three years of experience in medical device sales
Proven track record in developing new capital equipment business on a yearly basis
Must be self-motivated to succeed and have a mastery of the complex sales process
Computer proficiency is required, including skills with the use of Microsoft Word, Excel, and PowerPoint
Sales Representative / Account Management
First Shift / Day Job
Becton Dickinson - 2 years ago