Capital Sales Specialist

Position Overview

We are the makers of possible

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

We are seeking a dynamic and results‑driven Capital Sales Specialist to join our team. This role is pivotal in driving the sales of high‑value capital equipment into healthcare facilities, including hospital systems, ambulatory surgery centers, and within specialized channel partners within the Endourology healthcare space. The ideal candidate will possess a strong understanding of the medical industry, exceptional selling and negotiating skills, and the ability to build and maintain relationships with key decision‑makers.

• Sales Strategy Development: Develop short & long‑term, region‑centric plans aligning with overall Endourology business priorities.
• Pipeline & Opportunity Management: Support region in setting targets, managing and sustaining a pipeline capable of hitting quota.
• Forecasting: Maintain a 90‑day rolling forecast and report on performance monthly. Hold bi‑weekly TM forecast calls focused on overall pipeline health and monthly commit forecast.
• Sales Reporting: Maintain accurate records of sales activities, customer interactions, and pipeline status, providing regular reports to management leveraging SFDC (CRM).
• Key Accounts Management: Direct all steps of the capital sales process within assigned accounts.
• Client Relationship Management: Build and maintain strong relationships with healthcare professionals, administrators, and procurement teams to understand their needs and provide tailored solutions.
• Market Analysis: Use data‑driven insights to monitor and improve sales performance. Analyze market trends, competitor activities, and customer feedback to identify opportunities for growth and improvement.
• Negotiation and Closing: Lead negotiations with clients to secure contracts and close sales, ensuring mutually beneficial agreements.
• Technical Knowledge: Familiarity with medical equipment and technology, including the ability to conduct product demonstrations and provide technical support.
• Collaboration: Work closely with marketing, offer development, and selling teams to ensure alignment and support for sales initiatives.

• Education: Bachelor’s degree in business, Marketing, Healthcare Administration, or a related field. Advanced degrees or certifications in medical sales are a plus.
• Experience: Minimum of 5-7 years of experience selling capital equipment in healthcare. Documented track record of achieving capital sales targets and driving consumable/disposable revenue growth.
• Strategic Acumen: Ability to craft and implement sales strategies.
• Presentation
  
  Skills:
  
  Strong presentation skills to effectively communicate product benefits and features to diverse audiences.
• Leadership: Proven success in leading without authority.
• Clinical Knowledge: Understanding of clinical workflows and the ability to discuss technical aspects of medical equipment with healthcare professionals.
• Financial Acumen: Ability to understand and discuss financial aspects of capital purchases, including ROI and cost‑benefit analysis.
• CRM Proficiency: Experience with SFDC to manage sales activities and customer interactions.
• Travel: Ability to travel 50-75% within the region.
• Driver's License: Valid state‑issued driver's license with a clean driving history.

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…