Microbiology Instrument Specialist- Texas

Job Summary

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

• Develop and implement a territory and strategic account sales plan with the Account Executive, involving multiple stakeholders and buyers to grow assigned products.
• Lead the development of an account plan specific to each hospital’s economic business drivers.
• Deploy clinically relevant product features, benefits, and economic justification using existing selling tools and creating new tools tailored to each customer situation to define the value of our product offerings.
• Coordinate all decision makers and influencers across the customer buying process to reach a contractual purchase agreement for these products.
• Achieve growth targets to drive new revenue goals in the assigned territory.
• Work effectively with BD customer‑facing associates (Account Executive, Clinical Specialist, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) and BD’s distribution partners to support customer growth and long‑term retention activities.
• Attain or exceed the overall sales plan for instruments and consumable pull‑through and provide customer support for the DS product portfolio—Manual Microbiology, Blood Culture, TB, and /AST.
• Serve as a product expert for driving the growth of BACTEC, MGIT, Phoenix, and other /AST products.
• Manage the sales process involving the clinical laboratory, infectious disease clinicians, pharmacy, and hospital administration within the assigned territory.
• Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan.
• Call on prospective customers, create demand, communicate medical, clinical, and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines.
• Demonstrate 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.
• Develop and close accounts within the assigned geographic territory using a coordinated team‑selling model.
• Prioritize and initiate direct sales calls with distribution instrument specialists within the assigned territory to identify additional revenue opportunities.
• Forecast activity, sales funnel, and new business closes as required by management.
• Provide continuous support including post‑sales activities and coordinate installation with the Service organization to ensure long‑term customer satisfaction.
• Manage administrative duties: monitor expenses against budget, submit timely administrative and call reporting, maintain funnel and competitive data entries, handle new contracts and renewals, use and maintain company assets, and adhere to OSHA and Universal Lab precautions.
• Live the BD Values, including the BD Code of Conduct and Adva Med rules.

• Strong track record of achieving capital sales quotas.
• Experience developing capital contracts and quoting.
• Experience attaining or exceeding overall capital sales plan profitability and other assigned goals.
• Knowledge of the selling process and the components to build and maintain customer loyalty.
• Preparation, presentation, and closing skills for direct sales, distribution channel, and team‑selling approach.
• Strong organizational skills; territory management, account assessment, and relationship development.
• Analytical with financial orientation for contract proposals, 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, , PowerBI, and connectivity devices.
• Must possess and maintain a valid state‑issued driver’s license and meet BD's auto safety standards.
• Education:
  
  BA/BS in Life Sciences, biological areas, business, or related…