Becton, Dickinson and Company

COR Solution Architect - Molecular Automation Capital Sales (PNW)

Becton, Dickinson and Company • $202K — $240K *
Seattle, WA 98115In-Person
Pharmaceuticals & Biotech
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • BA/BS in Life Sciences, business, or related discipline required.
  • Minimum 5 years of documented sales success in large capital equipment sales in clinical labs.
  • Strong knowledge of capital equipment sales into complex organizations like hospitals and reference labs.
  • Proven ability in solution selling and leading without direct authority in a matrixed environment.
  • Excellent C-suite presentation skills and relationship management abilities.

Responsibilities

  • Develop and implement strategic account sales plans for BD COR products in hospital and lab settings.
  • Collaborate with Strategic Customer Group VP, Marketing, and Project Management to drive success.
  • Deploy relevant product features with economic justification, adapting selling tools to customer needs.
  • Coordinate decision makers towards contract agreements for BD COR and related offerings.
  • Maintain revenue streams and ensure customer satisfaction through ongoing engagement.
  • Achieve or surpass sales targets for designated products, optimally managing contract terms.
  • Manage the clinical laboratory sales process and build relationships with lab administration and executives.

Benefits

  • Opportunity to work in a global leader in life sciences and contribute to meaningful scientific advancements.
  • Collaborative work environment with a passionate team of experts in biology, chemistry, and physics.
  • Focus on innovation and continuous improvement in analytical technologies.
  • Exposure to high-volume testing environments with significant impact on health and safety outcomes.
Full Job Description
Job Description

Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientificexpertiseacross biology, chemistry, and physics. Waterscollaborateswith analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000colleaguespartner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

Key Responsibilities Will Include
  • Develop and implement a strategic account sales plan which includes multiple external stakeholders in the hospital and reference lab environment to achieve sales of the BD COR product line and all relevant pull through products.
  • Leading without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management.
  • Effectively deploying clinically relevant product features / benefits with economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings.
  • Manages and coordinates all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
  • Responsible for maintaining realized revenue stream and ensuring customer satisfaction through consistent customer contact.
  • Attain or exceed the overall sales plan for the designated platform of product; maximize the potential of all contract terms realized between BD and customer.
  • The sales associate will need to have a 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 entire product portfolio to be consistent with the needs of the customer.
  • Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers / Directors, pathology, pathology, cyto-technologists; and hospital administration in the assigned territory.
  • Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective


About You
  • Strong track record of team selling including solution sales
  • Able to lead seamlessly and effectively across a complex matrix
  • Successful track record in capital selling into complex organizations
  • Experienced in contract negotiation
  • Adept at building effective financial models
  • Strong C-suite presentation skills
  • Strong sales process skills including CRM / SalesForce.com™ management, funnel management and forecasting


Education And Experience Required
  • BA / BS in Life Sciences, biological areas, business or related discipline required
  • Prefer 5 years documented sales success (top 20%) in large dollar capital equipment sales into the clinical lab
  • Strong knowledge of large capital equipment sales in complex accounts (hospitals and reference labs).
  • Solution selling and leading without authority in a highly matrix organization
  • Knowledge of selling process and the components to build / maintain customer loyalty.
  • Preparation, presentation and closing skills to include direct sales, use of distribution channel and / or team selling approach.
  • Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
  • Ability to develop markets for new technology and new medical practices.
  • Excellent communication skills and interpersonal interaction required.
  • Computer and new technology savvy - working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices.
  • Ability to travel 50% or greater of the time.
  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.


Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates' progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $202,728 - $240,000 (Base Salary + Annual Sales Incentive)

Primary Work Location
USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift

About Becton, Dickinson and Company

BD is a global technology company that provides diagnostics and technologies for frontliners. Through their solutions and services, they assist scientists in detecting diseases and advanced researchers' on developing diagnoses and therapeutics. BD was established in 1897 by Farleigh Dickinson and Maxwell Becton in East Rutherford, New Jersey.

Becton, Dickinson and Company Careers

Join the innovative world of Becton, Dickinson and Company (BD), a global medical technology company that is actively seeking driven, dedicated professionals to join our team. At BD, we are committed to advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. This commitment provides the foundation for a workplace where you can engage in meaningful work and where job opportunities abound.

Work You’ll Do

At BD, you will be part of a culture that values diversity, leadership, and innovation. Our team members are empowered to lead and inspire from day one. Join us and contribute to our mission of advancing the world of health through your professional skills and personal passion.

Transform Your Career

BD offers a unique position in the marketplace that combines industry expertise, leadership in medical innovation, and a collaborative culture to help you grow your career. Whether you are looking for an entry-level position or a more senior role, we provide the tools and support for your professional growth through comprehensive training and development programs.

Innovative Work Environment

Our team at BD is composed of more than 65,000 associates across the globe. These dedicated professionals work at the intersection of technology and healthcare, where they drive innovation and ensure that we stay ahead in a rapidly evolving industry. By joining BD, you will work alongside some of the brightest minds in the industry.

Internship and Employment Opportunities

Start your career with BD through our internship programs or dive straight into a full-time position. We offer a range of opportunities that allow you to explore different areas of our business and find a path that aligns with your career goals. Our hiring process is designed to be transparent and engaging, ensuring that all candidates—whether submitting a resume for an internship or a senior position—feel valued and informed.

Benefits and Culture

BD is proud to offer competitive benefits that support the health, well-being, and financial security of our employees and their families. From comprehensive health insurance to employee wellness programs and flexible working arrangements, we prioritize the well-being of our team members. Our inclusive culture encourages networking, continuous learning, and the sharing of ideas in a diverse and welcoming environment.

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Explore the job opportunities at BD and discover how your expertise can help shape the future of healthcare. Search open positions that match your skills and interests. We look for passionate, curious, creative, and solution-driven team players.

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Learn more about Becton, Dickinson and Company
Size
75,000 employees
Market Cap
$72 billion
Industry
Healthcare
Net Income
$1.6 billion
Founded
1897
5 Year Trend
+9.3%
Revenue
$18.2 billion
NASDAQ
BDX
* Ladders Estimates

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