The PhaSeal Specialist is accountable for selling the PhaSeal product portfolio to customers in the Acute Care and Oncology/Infusion Centers. The Specialist is a highly competent sales performer with expert level of knowledge regarding PhaSeal. They work closely with their Director of Sales to identify targets and to implement effective selling strategies that foster a sales performance designed to achieve their territory sales budget. They understand the importance of implementing existing national and local contracts by using established MSS pricing strategies to drive sales by working closely with National Accounts and Business Integrators as appropriate. They work collaboratively with local MSS team to leverage relationships they have in non Pharmacy and non Oncology areas of the hospital to expand PhaSeal penetration and identify new account opportunities. Conversely, the relationships the Specialist has developed, in pharmacy and oncology, can be leveraged to create opportunities to increase Medical Surgical Systems product sales growth. The Specialist works with Strategic Account Managers, the One Company resource, to cultivate positive relationships with key clinical and economic decision makers in key Large Accounts and IDNs. The PhaSeal Specialist manages customer relationships and leads the conversion management process as they work with Clinical Consultants.
Achieves the sales budget for the assigned territory.
Maintains existing business while focusing on growth opportunities.
Effectively forecasts and reports sales through funnel accuracy.
Accountable for meeting assigned territory budget goals.
Manages within operational expense budget and sample budget.
Leads, develops and implements economic models for customers.
Manages and leads all account/customer relationships in driving PhaSeal sales
Works collaboratively with MSS team to identify new PhaSeal opportunities
Requires a BA or BS degree with a minimum of 3 - 5 proven years of sales experience or comparable experience outside of BD
Strong relationship building skills
Consultative sales approach in finding solutions
Strength is evident in targeting and qualifying sales opportunities
Understand the most up-to-date clinical studies to educate customers and improve ability to anticipate and handle objections
Ability to identify market, industry and competitive trends and effectively communicate up the organization
Participate in and contribute to sales and marketing meetings, training programs, conventions and displays as appropriate.
Communicate territory activity through timely submission of pipeline reports and other appropriate reports.
Work with clinical support manager to support sales and marketing activities.
Exercise prudent control over samples and other company property in accordance with company policies and procedures and legal requirements.
Interacts with customer committees as requested (i.e. product, safety, infection control, policy committees)
Demonstrates a basic knowledge of Word & Excel
Evidenced skill in territory and account management
Demonstrated team player
Comply with all company and regulatory policies and procedures
Adhere to BD Core Values
Maintain CRM records in a timely manner (assume there is some type of CRM system)
Sales Representative / Account Management
First Shift / Day Job
Becton Dickinson - 18 months ago