Diagnostic Solutions Account Executive - Orange County, CA

Diagnostic Solutions Account Executive

As the Diagnostic Solutions Account Executive, you are responsible for selling, profitable growth and total account management activities for all defined products within the DS Product Portfolio in hospitals and clinical labs within the assigned territory.

The primary responsibilities of this role include:

1. Develops and implements a sales plan for the territory and strategic accounts, involving collaboration with multiple collaborators and buyers to drive growth of the assigned products. Leads the development of an account plan tailored to each hospital's economic and strategic business drivers.
2. Demonstrates product features, benefits, and economic justification using existing and new tools tailored to each customer.
3. Responsible for maintaining and growing the base revenue stream and ensuring customer happiness through consistent and ongoing customer contact.
4. Works effectively with BD customer facing associates (Instrument Specialists, Clinical Specialists, 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.
5. Attains or exceeds the overall sales plan and provides customer support for the DS product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.
6. Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, value analysis, and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.
7. Develops and documents a strategic account sales plan involving collaborators, customers, partners, and team members to drive the customer buying process and grow assigned products.
8. Contacts potential customers, generates interest, shares medical, clinical, and patient benefits, provides product information and demonstrations, coordinates new customer acquisition strategies with the entire BD DS team.
9. Persuades multiple decision makers and influencers to implement a successful product conversion within the institution, effectively demonstrating the associated costs.
10. Develops account strategy and closes accounts within the assigned geographic territory using a coordinated team selling model (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists, Distribution Partners, and Marketing).
11. Communicates and coordinates customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and opportunities fully exploited.
12. Prioritizes and initiates direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.
13. Effective Customer Resource Management for accounts, including sales forecasts, selling activity and closes as required by management.
14. Provides continuous support including post sales activities. Effectively communicates with the Service organization to coordinate a successful installation transitioning to the long-term happiness of the customer with the product.
15. Monitors expenses to budget, reports administrative and call data promptly, enters funnel and competitive data, manages new contracts and renewals, uses and maintains company assets, and adheres to OHSA and Universal Lab precautions.
16. Lives the BD Values, including but not limited to, the BD Code of Conduct and AdvaMed rules.

Experience & Education:

• BA / BS in Life Sciences, biological areas, business or related field. Equivalent experience in Medical Technology (MT ASCP) or Microbiology is acceptable.
• Minimum 3 years documented sales success (top 20%) in broad range laboratory products with minimum 1-year clinical laboratory and/or hospital sales.
• A combination of clinical market sales, financial or technical selling experience required.

At BD, 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 week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day.