Microbiology Instrument Specialist- Denver, CO​/Minneapolis, MN

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. 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 scientific expertise across biology, chemistry, and physics.

Waters collaborates with 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 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purpose

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.

• 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, /AST.

• Recognized as the product expert for driving the growth of our BACTEC , MGIT, Phoenix and other /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,…