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Regional Microbiology Solutions Specialist - West

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Job Ref:  R-16967
Employer:  Becton, Dickinson and Company (BD)
City:  California
Position type:  Full-Time
Job ID R-16967
Date posted 08/09/2017

Job Description Summary

Job Description
Are you a Laboratory Scientist with a sales background and want to become Consultant in the Microbiology space? Are you interested in helping hospital labs improve patient outcomes? Then come work with BD, and collaborate with the sales team utilizing your lab management experience leading change management that ties into infrastructure as the Regional Microbiology Solutions Specialist.
The Regional Microbiology Solution Specialist (RMSS) -WEST is responsible for managing the successful conversion process of 10-15 key accounts for ID-AST and Sepsis within the US region. The RMSS will be responsible for growing these accounts by collaboration with local area teams, RBM's and AVP's to create and identify process gaps for ID-AST and sepsis and driving competitive share gains. The RMSS is also responsible to coordinate the field activities related to the commercialization of the newer M50 and any related technology introductions for advanced informatics and next gen sepsis discovery. Close attention is required to ensure the field activities related to the M50 and new technology introductions are within compliance with all BD policies.
  • Coordinate and implement business strategies in assigned accounts. The business strategies must be agreed upon and implemented within the US region sales structure. This requires close coordination with the VP of Sales, Area VP's, the Regional Business Managers and their local area  teams
  • Coordinate the market messaging and knowledge based activities related to the M50 and related technologies such as sepsis, mass spec and informatics integration. The IDSSS will position BD's total solution as a key differentiated offering while staying within the regulatory guidelines established by BD   
  • Provide feedback and assist in the training of new and current sales associates for solutions related to ID-AST and Sepsis share gain.
  • Provide accurate and timely forecasts of product sales by unit and revenue for the assigned accounts.  
  • Engage in joint sales calls with assigned the Local Area Team to coach and improve the sales skills; accelerate the sales cycle and overall performance of the sales territory.
  • Collaborate with Strategic Consulting Group (SCG's), Lab Automation team, and National Account Managers (NAMs) to drive conversion and compliance of local accounts affiliated with national and large regional accounts and or regional accounts.  Engages SCG's in regional priority activities and targeted customer accounts within BDX's identified Top 125 accounts. Collaborate with DS Regional Business Managers on key competitive targets for full microbiology solutions sets.
  • Provide sales mentoring and training of "best practices" associated with technical product knowledge, competitive positioning, demonstration skills and value selling. Lead the implementation process for timely and accurate conversion to new product technologies in coordination with Micro Application Specialists and System Specialists.
  • Take ownership and drive special projects related to sales or training as directed by the Area VP's or VP of Sales.
  • Provide consistent feedback to sales and marketing team on commercial marketing activities to include competitive intelligence and voice of customer and product improvements
  • Key Opinion Leader development within the US region in collaboration with US/Global Marketing
  • Effectively communicate competitive and market information on a timely basis.
  • Must demonstrate and exhibit full understanding of microbiology and its downstream impact with infection control, pharmacy and other hospital and/or reference laboratory stakeholders
  • Must demonstrate a full understanding of microbiology informatics such as middleware, antibiograms, and infection surveillance software such as Med Mined or TheraDoc
  • Must be able to communicate and leverage a full understanding of sepsis protocols, identification and management of facility process dealing with financial impacts of laboratory technology
  • Consistently demonstrate the ability work with and develop relationships at the Laboratory Operations level as well as potential C-Suite financial level leveraging the knowledge and impacts of sepsis management, AMR management and effective patient management
  • Consistently demonstrate the ability to use interpersonal savvy to work all levels in the internal and external organizations to include but internal resources / teams
  • Demonstrated successful capital management knowledge and experience; includes demonstrated ability to develop and implement customer sales strategies as well as implementation and verification processes
  • Demonstrated ability to communicate effectively within team settings
  • Requires 50% Travel
  • Bachelor's degree (BA or BS) from a four year college or university, MS/MBA preferred but not required with Medical Technologist licensed experience
  • Minimum of 8 years of a combination of clinical market sales, financial or technical selling experience; Capital equipment sales in the IVD molecular diagnostic segment preferred
  • Experience attaining or supporting overall sales plan profitability, as well as, other assigned goals and objectives
  • Computer proficiency in MS Excel, MS Word, MS PowerPoint
  • Five (5) to ten (10) years of medical sales or applications experience
  • Previous experience in medical capital equipment sales or support with intricate working knowledge of ID-AST and Sepsis processes.
  • Direct working experience within a laboratory setting directly managing or implementing a full sepsis management program base to include a AMR program and a clinical impact process or driver
  • Full microbiology bench experience working with current ID/AST technologies used in today's laboratory settings (MicroScan, Vitek, Phoenix, MALDI etc.)
  • Experience working in a team selling environment or on cross functional teams
Building Organizational Capability:  Proficient: Is a good judge of talent; accurately projects what people are likely to do across a variety of situations; hires the best people available from inside or outside; assembles talented teams. Candidate must be able to articulate the strengths and limitations of people. Consistently assembles good, talented teams
Developing Others:  Mastery: Provides challenging and stretching tasks and assignments; holds frequent development discussions; is aware of each direct reports career goals; constructs compelling development plans and executes them; pushes direct reports to accept development moves; will take direct reports who need work; is a people builder. Creates an environment of positive feedback while encouraging others to reach farther and higher while striving to achieve their goals. Creates opportunities for enrichment, as well as development programs for others, and motivates them to participate
Team Leadership:  Proficient: Blends people into teams when needed; creates strong morale and spirit in his /her team; shares wins and success; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team. Builds cohesive teams of people within the organization and shares wins and successes such that each team member feels valuable and appreciated
Driving for Results:  Mastery: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results. Anticipates obstacles and is prepared with contingency plans so as not to impede the drive to the goal; keeps everyone on track. This candidate is the go-to person for both action and strategic planning of complex and tough assignments.
Holding Others Accountable:  Proficient: Cleary assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress and results; designs feedback loops into work. Candidate sets quantitative and qualitative measures that are tied to goals and objectives. Regularly interacts with others to give and receive feedback on a timely basis.
Business Acumen:  Proficient: Doesn't hold back anything that needs to be said; provides current, direct, complete and actionable positive and corrective feedback to others; lets people know where they stand; faces up to people problems or any person or situation (not including direct reports) quickly and directly; is not afraid to take action when necessary. This candidate will deal head-on with people problems and uncomfortable situations.
Communication and Negotiation Skills:  Proficient: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful to the negotiations; has a good sense of timing. Adeptly understands motivations of counterparts, and incorporates knowledge into negotiations. A gain trust quickly of other participants during negotiations and is a good communicator.
Shape the Future Business- focuses on understanding the business and marketplace, and planning for the future. It involves being strategic in our planning, identifying opportunities that will help shape the business, and having the right systems and processes in place. This cluster includes Build Organizational Capability, Business Acumen, Initiative, Organizational Awareness and Strategic Planning.
Align People for High Performance- focuses on building and leading high performing teams. It involves leading and developing others, working collaboratively, and ensuring we are aligned and working toward common goals. This cluster includes Collaboration, Develop Others, Hold Others Accountable, and Team Leadership.
Execute for Success- focuses on delivering results and achieving the desired outcomes. It involves having the knowledge and savvy to drive the business forward and striving to achieve challenging goals while meeting customer needs and gaining their buy-in to our ideas and solutions. This cluster includes Build Relationships, Communication, Demonstrate Customer Centricity, Drive for Results, and Influence Others.

Primary Work Location
USA MD - Baltimore

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