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Consumable Sales Specialist - Chicago/ NW Indiana job

BD (Becton, Dickinson and Company) jobs





Job Description

Job Description SummaryThe Consumable Specialist, Integrated Diagnostic Solutions, is responsible for selling consumables within Manual Microbiology product line (plated media/ collection & transport) as well as BD Vacutainer consumables to hospitals and reference labs within the assigned territory.
Job Description

Consumable Specialist - Chicago, NW Indiana


  • Develops and implements a territory and account sales plan involving multiple stakeholders and buyers in the growth of the Manual Microbiology products.

  • Works closely with the Diagnostic Account Executive in the development of an account plan specific to each hospitals key business drivers.

  • Effectively deploys clinically relevant product features / 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. Coordinates all decision makers to arrive at a contractual purchase agreement for these products.

  • Responsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact.

  • Works effectively with BD customer facing associates (Diagnostic Account Executives, Product Specialists, Manual Microbiology Representatives, Lab Automation Specialists, National Accounts, Strategic Account Managers, Service Engineers, and Applications Specialists) as well as BDs distribution partners to support the customer in growth and long-term retention activities.

  • Attain or exceed the overall sales plan and provide customer support for the Manual Microbiology product portfolio.

  • Recognized as the product expert for driving the growth of the Manual Microbiology product portfolio.

  • Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.

  • 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.

  • Effectively 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

  • Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited

  • Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.

  • Forecast activity and closes as required by management.

  • Provide continuous support including post sales activities. Effectively communicate with the Service organization to coordinate a successful transitioning to BDs Manual Micro Products to the long term customer satisfaction of that product portfolio.

  • Manage administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions.


  • Bachelors degree.

  • 3-5 years demonstrated sales experience required.

  • Knowledge of selling process and the components to build / maintain customer loyalty.

  • Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.

  • Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.

  • Demonstrated ability to develop markets for new technology and hospitals.

  • Excellent communication skills and interpersonal interaction required.

  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

  • Computer savvy working knowledge of MS Office applications.

  • Must be able to travel 75%.

Preferred Qualifications:

  • Degrees in Life Sciences, biological areas, microbiology, or business preferred.

  • Medical Technology (MT ASCP) preferred.

  • Documented sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory selling experience preferred.

  • Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.


Primary Work LocationUSA MD - Baltimore
Additional Locations
Work Shift

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.

Estimated annual salary


  • Negotiate prices or terms of sales or service agreements.
  • Prepare and submit sales contracts for orders.
  • Visit establishments to evaluate needs or to promote product or service sales.
  • Maintain customer records, using automated systems.


  • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
  • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
  • SpeakingTalking to others to convey information effectively.


  • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Production and ProcessingKnowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.
Health Savings Account (HSA)

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