Title: Molecular Sales Specialist - San Antonio/Austin
Location: US-Texas
Job Number: SAL001OC
Molecular Sales Specialist (MSS) calls on large hospitals and laboratories within the assigned territory. The MSS is responsible for identifying and closing new business, with a focus on complex, capital equipment sales. This role is 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 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 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. Responsible for sales, sales forecasting, marketing feedback, best practices development, ongoing training and development, reference site development, and customer satisfaction relative to sales activities.
RESPONSIBILITIES:
* Understands BD’s long term strategic direction and is able to communicate that strategy to the customer. Using this knowledge, demonstrates the value proposition of the assigned product portfolio to be consistent with the needs of the customer.
* Becomes 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.
* Works 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.
* 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.
* Develops and implements sales and marketing plans, including customer profiling, targeting and call schedules, to ensure achievement of all sales objectives
* Demonstrates 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.
* Works 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.
* Generates 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.
* Participates 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 participates in all training sessions and demonstrate proficiency by testing or other means as assigned at session completion.
* Manages 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.
Qualifications:
* 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.
* 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.
COMPETENCIES:
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.
Contract Management, Budgeting and Administration: Develops and manages budgets by customer and account; knows how to calculate and drive return on sales investment in the account and territory. Effectively monitors and manages all stages and elements of the contract cycle. Involves others from the company as needed to help secure, support and execute the contract. Maintains and protects company property/assets.
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.
Selling in Complex Multi Dimensional Organizations: Recognizes challenges of and is versatile selling in complex/multi-dimensional organizations. Balances short term with longer term opportunities and solutions. Recognizes and adapts quickly to changes in decision-making hierarchy. Has high level of access to and is effective in working with multiple top decision-makers and influencers in the account. Does not get trapped into working with only one or two persons within the organization. Uses good judgment and demonstrates excellent problem-solving and decision-making skills.
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.
Job: Sales & Marketing Management