Within the assigned territory, the Women’s Health Account Manager (WHAM) is responsible for calling on OB/GYN physicians, and selected hospital and laboratories as defined by the Area Business Manager. The WHAM will 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 WHAM is responsible to increase the demand and use of the following product lines; Affirm VPIII and SurePath. In this role, the WHAM will be responsible to transport and effectively demonstrates the functionality and benefits of the BD Affirm™ instrument to medical professionals.
The Women’s Health Account Manager is expected to develop and execute a territory strategic plan to meet organizational key imperatives, effectively manage a balanced portfolio of products to customers across three distinct segments: Physician’s office and physician office laboratory (POL), hospital laboratory and small private reference laboratory. Operating in these customer segments requires the WHAM 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 and developing and designing strategies to both protect and grow the business where appropriate
Additionally, this role is responsible for achieving sales targets, obtaining marketing feedback, and ensuring a high level of customer satisfaction. The WHAM also works closely with the Cytology Sales Specialist (CSS) to develop and execute their retention and growth strategies, as well as assigned local account teams which will be led by the assigned and accountable Diagnostic Account Executive (DAE). The WHAM will also engage with local BD Distributors to close new accounts.
RESPONSIBILITIES:
* Attains or exceeds 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.)
* Calls 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.
o Drives demand for SurePath test at the physician level.
o Drives demand for Vaginitis testing for both laboratory send out and instrument sales
* Plans and organizes 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
* Develops and closes accounts within the assigned geographic territory using a coordinated team selling model. As directed by the Area Business Manager (ABM), 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.
* Represents BD Diagnostics – Women’s Health at local, regional, and national meetings and conventions as required.
* Maintains timely and relevant communication with the ABM and other members of the local account teams. Effectively communicate competitive information and market information on a timely basis.
* Manages 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.
* Lives the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.
.
Qualifications
* Bachelor’s degree required preferably in Life Sciences, Biological areas, Business, or closely related discipline.
* Two (2) years documented medical sales success (experience) OR Two (2) years capital sales experience outside the medical industry 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.
* 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 package inserts, professional journals, technical procedures, and government regulations.
* Must be willing to travel up to 30-50%.
**Job:** **Field Sales*
**Title:** *Women's Health Account Manager - W. PA, MD, DE*
**Location:** *Pennsylvania-Philadelphia*
**Requisition ID:** *FIE000YE*
**Other Locations:** *US-Maryland-Baltimore*