Job Description

Job Description Summary

Job Summary
This position is entry level, will partner with a team of Sales Consultants and will be responsible for achieving sales objectives through targeted customer interaction, influencing product ordering, training and general sales support. The role will be responsible for the sale of BD Biosciences (BDB) consumable products and will also enable and support BDB U.S. sales associates to drive revenue growth, enhance market development, coordinate account management and facilitate solution selling of BDB products through an improved customer experience. The person in this role will work directly with Marketing, Field Sales, Area Sales Directors, and Customers to generate, qualify, nurture, independently prioritize and triage sales leads/opportunities. The role will be Home Office or Office based and will report to an Area Sales Director, BDB. The role will span across multiple territories and regions. Candidate must be willing and able to travel within the U.S. up to 50% of the time.

Job Description

Duties and Responsibilities

Drive revenue growth to meet or exceed the revenue budget in the U.S. for BDB products by working in partnership with and enabling the BDB Sales organization. Key activities include:

* Maintain contact with existing customers as well as develop and influence new customers, primarily via the telephone or electronic channels, to achieve or exceed sales objectives.
* Persuasive communicator able to use consultative selling skills to identify opportunities, overcome objections, and build relationships with customers.
* Polished professional with strong organizational, planning, communication, and problem-solving skills
* Understanding of general scientific lab organization and processes

* Partner with BDB Sales Specialists for the purpose of lead sharing and revenue optimization.
* Identify and monitor existing opportunities in sales funnel that require nurturing and provide appropriate follow-up; Work closely with sales colleagues to ensure smooth lead transfer and follow up
* Custom quotation conversion, follow up with customers with open quotations that have not converted to gather feedback and accelerate the sales cycle
* Analysis of sales reports for sales opportunities
* Inform sales specialists of customer product/sales inquiries

* Identify and contact decision makers at accounts, facilitate introductions to BDB sales specialists.
* New lead identification via web searches, industry specific databases/websites and internal systems
* Create lead spreadsheets for upload by Marketo into Salesforce.com
* Documentation of customer information and generation of reports in Salesforce.com
* Manage the database of potential customers/CRM and contact them regularly. Operate the CRM (customer relationship management) systems and ensure authentic information is available with the company and for the BDB sales team.

* Internal and external clarification and communication of customer requests.
* Respond to, qualify and follow up on leads generated through marketing programs, trade shows, and inbound customer requests. First point of contact for BDB web inquiries.
* Help answer customer BDB product inquiries (i.e. inventory lookup & product expiration dating). Understand the needs and expectations of customers and suggest suitable products.
* Interact with Customer Service NASSC functions to improve the customer experience with order escalation issues and follow them through to resolution.

* Provide support for the US BDB Sales Team for sales logistics activities related to BDB products.
* Lead internal order escalation processes on behalf of BDB Sales Specialists
* Generate quotes and respond to urgent customer sales inquiries
* Submit sample evaluation requests
* Support key customers in growth and long-term retention activities
* Analyze customer revenue and product trends as needed

Skills Required for Associate Sales Representative

* Minimum High School Diploma + 7 years progressive work experience in sales or life sciences industry required; BA/BS in Life Sciences, biological areas, business or related discipline preferred
* 1-3 years of customer sales/support experience required; 2-4 years of Inside Sales or Lab/Flow Cytometry/Life Science experience preferred
* Strong knowledge of Microsoft office required, strong knowledge of SAP and Salesforce preferred
* Knowledge and experience with SAP and supply chain systems preferred
* Creative thinker with proven ability to resolve critical problems
* Strong organizational skills, pleasant personality and proven history developing effective business relationships. Analytical with financial orientation, able to analyze reports, the territory/market and determine demand generation strategies to target potential clients.
* Excellent interpersonal and listening skills; exceptional verbal and written communication skills with high level of confidence.
* Maintain a positive work atmosphere to include professional excellence, teamwork, and integrity.
* Self-motivated, results oriented with strong attention to detail, problem solving and time management skills. Ability to multitask and handle conflicts in the business.
* Assist other departments and team members when required or requested to help meet business needs.
* Ideal candidate will be able to consider future relocation opportunities for growth into field sales
* Ability to travel to customer sales calls and meetings up to 50% of the time.

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.

Primary Work Location

USA CA - San Jose

Additional Locations

USA CA - San Diego (BDB)

Work Shift