Microbiology Instrument Specialist - Carolinas, Kentucy

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 combating 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.

As the Diagnostic Solutions Microbiology Instrument Sales Specialist, you are 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 an Account Executive involving multiple stakeholders and buyers in the growth of the assigned products; lead the creation of an account plan specific to each hospital’s economic business drivers.
• Effectively deploy clinically relevant product features and 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.
• Coordinate all decision makers and influencers across the customer buying process to arrive at 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) as well as BD’s distribution partners to support the customer in 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, /AST.
• Recognize as the product expert for driving the growth of our BACTEC, MGIT, Phoenix and other /AST products.
• Manage the sales process for clinical laboratories (microbiology, molecular, virology), infectious disease clinicians, pharmacy, and hospital administration throughout the assigned territory.
• 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 and clinical benefits, deliver product information and demonstrations, and prepare proposals and quotes within company guidelines.
• Demonstrate the soft and hard costs associated with the product portfolio to persuade multiple decision makers and influencers to orchestrate successful product conversion.
• Close accounts within the assigned geographic territory using a coordinated team‑selling model.
• Prioritize and initiate direct sales calls with distribution instrument specialists 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 with the Service organization for successful installation and long‑term customer satisfaction.
• Manage administrative duties: monitor expenses to budget, timely reporting, funnel and competitive data entry, new contracts and renewals, use and maintenance of company assets, and adherence to OSHA and universal lab precautions.
• Live the BD values, including the BD Code of Conduct and Adva Med rules.

• Strong…