COR Solution Architect - Molecular Automation Capital Sales; PNW

Waters Corporation is a global leader in life sciences dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. The role is to drive sales of the BD COR product line and related pull‑through products within the hospital and reference laboratory environment.

• Develop and implement a strategic account sales plan that engages multiple external stakeholders to achieve sales of the BD COR product line and all relevant pull‑through products.
• Lead without direct authority, partnering with Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants, and Project Management.
• Deploy clinically relevant product features and benefits with economic justification, using existing selling tools and creating new tools as needed to define the value of our product offerings.
• Manage and coordinate all decision makers to secure contractual purchase agreements for BD COR and related products.
• Maintain realized revenue streams and ensure customer satisfaction through consistent contact.
• Meet or exceed the overall sales plan for the designated product platform, maximizing the potential of all contract terms between BD and the customer.
• Communicate BD’s long‑term strategic direction to customers and demonstrate the value proposition of the entire product portfolio in line with customer needs.
• Manage the sales process across the clinical laboratory—including Medical Technologists, Managers/Directors, pathologists, cyto‑technologists, and hospital administration—in the assigned territory.
• Foster existing relationships and establish new ones with clinical lab administration and executive leadership.

• BA/BS in Life Sciences, Biological Sciences, Business, or a related discipline.
• Preferably 5 years of documented sales success (top 20%) in large‑dollar capital equipment sales to clinical labs.
• Strong knowledge of large capital equipment sales in complex accounts such as hospitals and reference labs.
• Experience in solution selling and leading without authority in a highly matrixed organization.
• Deep understanding of the selling process and components that build and maintain customer loyalty.
• Preparation, presentation, and closing skills, including direct sales, use of distribution channels, and/or team‑selling approaches.
• Strong organizational and territory‑management skills, with focus on account assessment and relationship development.
• Analytical with financial orientation for contract proposals, profitability, budgeting, and expense management.
• Ability to develop markets for new technology and new medical practices.
• Excellent communication and interpersonal skills.
• Computer and new technology savvy—working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices.
• Ability to travel 50% or greater of the time.
• Valid state‑issued driver’s license and compliance with BD’s auto safety standards.

$202,728 – $240,000 (Base Salary + Annual Sales Incentive)

Primary

Work Location:

USA, MD – Sparks – 7 Loveton Circle. Additional Locations: as applicable.

Becton, Dickinson and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.