Becton, Dickinson and Company

Microbiology Instrument Specialist- Texas

Becton, Dickinson and Company • $140K — $235K *
Austin, TX 78745In-Person
Healthcare
5 - 7 years of experience
3 weeks ago
Job Overview by Ladders

Qualifications

  • 5+ years in sales within laboratory products, with a focus on clinical or hospital environments.
  • BA/BS in Life Sciences, Business, or related fields; Medical Technology or Microbiology degree preferred.
  • Strong track record of achieving sales quotas and developing capital contracts.
  • Knowledgeable in the sales process, customer loyalty development, and market trends.
  • Proficiency with MS Office, Salesforce.com, and Power BI.

Responsibilities

  • Develop and execute strategy for territory and key accounts, focusing on product growth.
  • Communicate product value through clinical relevance and economic justification to stakeholders.
  • Achieve sales growth targets and maintain customer support for the DS product portfolio.
  • Collaborate with internal teams and distribution partners to enhance customer retention and growth.
  • Manage the sales process across various departments including clinical labs, pharmacy, and administration.
  • Identify and develop accounts within assigned territory using a team-oriented selling model.
  • Provide ongoing customer support post-sale to ensure satisfaction and successful product installation.

Benefits

  • Emphasis on on-site collaboration to enhance innovation and problem-solving.
  • Strong commitment to employee investment in development and recognition.
  • Competitive compensation and benefits package.
  • Opportunities for a performance-based culture and career advancement.
Full Job Description
Job Description

As the Advanced Diagnostic Solutions Microbiology Instrument Sales Specialist, you are responsible for selling instrumentation, service and consumable products within the DS Microbiology Product Portfolio in hospitals and reference labs within the assigned territory.

The primary responsibilities of this role, are to:
  • Develops and implements a territory and strategic account sales plan with Account Executive involving multiple stakeholders and buyers in the growth of the assigned products. Leads the development of an account plan specific to each hospital's economic business drivers.
  • Effectively deploys clinically relevant product features / benefits and 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. Coordinates all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.
  • Responsible for achieving growth targets to drive new revenue goals in assigned territory
  • Works effectively with BD customer facing associates (Account Executive, Clinical Specialist, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) as well as BD's distribution partners to support the customer in growth and long-term retention activities.
  • Attains or exceeds the overall sales plan for instruments and consumable pull-through and provide customer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST.
  • Recognized as the product expert for driving the growth of our BACTEC , MGIT, Phoenix and other ID/AST products.
  • Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.
  • Develops, documents, and drives the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.
  • Calls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
  • Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution.
  • Develops and closes accounts within the assigned geographic territory using a coordinated team selling model (Account Executive, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group, Service Engineers, and Applications Specialists, Distribution Partners, Applications Specialist, Field Service, and Marketing).
  • Effectively prioritizes and initiates direct sales calls with distribution instrument specialists within assigned territory to identify additional revenue opportunities
  • Forecasts activity, sales funnel and new business closes as required by management.
  • Provides continuous support including post sales activities. Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.
  • Manages administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions.
  • Lives the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.


Skills
  • Strong track record of achieving capital sales quotas
  • Experience developing capital contracts and quoting
  • Experience attaining or exceeding overall capital sales plan profitability, as well as other assigned goals and objectives
  • 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 savvy - working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices.
  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.


Experience & Education
  • BA / BS in Life Sciences, biological areas, business or related field required. Degree in Medical Technology (MT ASCP) or Microbiology preferred.
  • Minimum 5 years documented sales success (top 20%) in broad range laboratory products with minimum 2 years clinical laboratory and / or hospital capital sales required
  • A combination of clinical market sales, financial or technical selling experience required.


At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

At BD, we are strongly committed to investing in our associates-their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under "Our Commitment to You".

Total Compensation- $140,000- $235,000

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.

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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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Whether you're preparing for your first interview or looking to advance into a leadership role, BD offers career paths that foster continuous growth and innovation. Join us in our mission to improve medical outcomes and enhance patient care worldwide.

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At Becton, Dickinson and Company, we are more than just a company; we are a community that is dedicated to making a difference in the lives of people all around the world.
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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