Within the assigned territory, the Women’s Health Specialist (WHS) is responsible for calling on OB/GYN physicians, and selected small hospital and laboratories as defined by the Regional Business Manager. They must provide the physicians and assigned laboratories with complete and accurate information pertaining to the assigned BD product lines in a manner that will increase the usage of these products. The WHS is responsible to increase the demand and use of the following product lines; Affirm, SurePath, MAX GBS and BDDS STI products. In this role, the WHS will be responsible to transport and effectively demonstrates the functionality and benefits of the BD Affirm™ instrument to medical professionals, which requires an understanding of the CLIA licensing process.
The Women’s Health Sales Specialist is expected to effectively manage a balanced portfolio of products to customers across three distinct segments: Physician’s office, small hospital laboratory and small private reference laboratory. Operating in these three customer segments requires the WHS to demonstrate the technical skills necessary to be successful across these segments, and includes but is not limited to, effectively presenting an economic model tailored for the customer.
Additionally, this role is responsible for achieving sales targets, obtaining marketing feedback, and ensuring a high level of customer satisfaction. The WHS also works closely with assigned local account teams which will be led by the assigned and accountable Diagnostic Account Executive (DAE) and with BD Distributors to close new accounts.
DUTIES AND RESPONSIBILITIES:
Attain or exceed the overall sales plan and provide customer support for the Women’s Health assigned product portfolio. (Territory goals - sales quotas, market share, product evaluations etc.)
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.
Drive demand for SurePath, STP(what is STP), MAX GBS testing and STI testing on BD platforms
Drive demand for Vaginitis testing and in house testing if applicable
Plan and organize daily sales call activities to optimize the use of time and maximize the achievement of sales and market share objectives. Record all sales call activates on a daily basis and entering that data in the Sales Force Automation (SFA) system for tracking. Maintain SFA system to the highest level of accuracy and timeliness
Develop and close accounts within the assigned geographic territory using a coordinated team selling model. As directed by the Regional Business Manager (RBM), work with the Cytology Sales Specialist (CSS) and Molecular Sales Specialist (MSS), Manual Microbiology Specialist (MMS) and the DAE as a member of the local account team to implement business and account strategies.
Represent BD Diagnostics – Women’s Health at local, regional, and national meetings and conventions as required.
Maintain timely and relevant communication with the RBM and other members of the local account teams. Effectively communicate competitive information and market information on a timely basis
Manage administrative duties as assigned: monitoring expenses to budget, 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.
Live the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules
EDUCATION AND EXPERIENCE:
BA/BS in Life Sciences, Biological areas, Business, or closely related discipline
Two (2) years documented medical sales success (experience) or a minimum of 3 years direct marketing experience.
Experience attaining or exceeding overall sales plan profitability, as well as, other assigned goals and objectives
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
Achieving Business Results (Drive for Results): Results consistently meets and exceeds sales/business targets. Applies principles of account qualification, targeting, territory coverage (frequency X reach) and resource management to optimize productivity. Identifies opportunities to improve results both in terms of sales/share and profitability; growth oriented. Excels at lead generation; strives for continuous improvement (effectiveness + efficiencies). Maintains compliance to the highest ethical standards.
Sales Knowledge and Selling Skills: Excels in consultative selling, service and communication skills [including but not limited to presentation skills] across multiple levels of customers/across organizations. Outstanding ability to influence, persuade and close the sale/gain customer commitment. Demonstrates excellent listening and questioning skills. Key messages are believed and acted upon by customers. Drives the customer decision-making process. Is highly responsive; follows through. Strong Medical/Scientific/ Technical Product knowledge.
Sales and Cross-Functional Teamwork (Interpersonal Savvy): Is continuously focused and aligned to common purpose. Strives to achieve organizational synergy whenever possible. Is positive and proactive, works collaboratively with others to achieve targets and provides services. Excellent internal communication skills across and throughout the organization. Respects authority; follows established lines and methods of internal communication.
Customer Focus and Relationship Management: Develops and maintains strong and close relationships in multi-customer environments. Builds individual and collective customer loyalty / champions / advocates. Is intimate in knowledge of the customer and how best to service its needs. Builds strong customer networks and leverages within and across customer organizations. Creates and closely manages opportunities for multiple interfaces with customers. Fast and flexible in responding to customer needs.
Competitiveness and Sales Leadership (Perseverance): Will to win; strong knowledge of competition; uses competitive knowledge to formulate and differentiate selling strategy and tactics. Highly motivated; takes the initiative; self-confident. Strives to be the best representative across industry within the territory, within the customer organization and within the company. Leads through “natural” authority; takes accountability; not shy to handle tough situations or decisions.
Sales Strategy and Tactics (Planning / Organizing): Stays focused on core selling strategies and impeccable alignment and implementation of tactics to deliver results and move the customer forward in the buying process. Demonstrates selling innovativeness; one’s selection and execution of tactics are key points of differentiation, important to customers and not easily imitated by competition within the territory and/or account. Secures, monitors and manages standardization, product utilization and/or evaluation and placement.
Business Acumen/Key Account Planning & Negotiation: Strong business acumen and strategic negotiation skills. Excels in key account analytics, strategy and planning to identify and manage key/national account and new business potential. Strong numeracy, financial agility and accuracy. Stays focused on business success/growth drivers, top customer/key account needs and leverages competitive advantage in group and individual negotiations.
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