Point of Care Specialist – Respiratory Sales

This is a fully remote position, open to applicants in Connecticut, +7 more states.

📋 Description

• Identify and seek out opportunities within a specified region to enhance revenue and accelerate growth for the ABG business.

• Foster ABG growth by implementing cross-selling strategies and securing contracts in designated hospitals and health systems.

• Develop and present value proposition messages across SM and oversee the creation and negotiation of cross-SM contracts.

• Manage pricing, contract negotiations, and incentives with the necessary approval from relevant SM leadership.

• Collaborate with the Marketing team to produce tools, communications, and support for the designated product portfolio.

• Provide assistance to the Top 50 regional accounts and address clinical inquiries with expertise in the portfolio.

• Spearhead SKU rationalization initiatives and work alongside field sales, clinical, and National Accounts to achieve shared growth targets.

• Lead and implement new ABG in-service and educational programs.

• Oversee both in-person and virtual account implementations.

• Collaborate with the acute care distribution network to explore custom kitting opportunities.

• Monitor and evaluate progress, gains, and losses using reports, forecasting tools, and SFDC dashboards.

• Manage funnel reporting and relay findings and updates to leadership.

• Administer the assigned product portfolio to meet and surpass the fiscal-year budget.

• Train new commercial hires as a portfolio subject matter expert.

• Simplify the clinical application of arterial blood gas sticks and showcase their value and differentiation.

• Report to and operate under the guidance of the Regional Business Manager.

⛳️ Requirements

• A Bachelor's degree is required; an MBA is a plus.

• Preferred 5 years of sales experience in critical care, respiratory care, and/or Point of Care settings.

• Preferred 5 years of sales experience with a proven ability to exceed sales targets.

• Preferred 3-5 years of prior experience in IDN account management, including contract negotiation and execution.

• Extensive knowledge of healthcare purchasing and contracting processes in both clinical and financial contexts.

• Familiarity with the US healthcare landscape, including the roles of GPOs and distributors.

• Experience collaborating across teams, business units, segments, and functions to achieve results.

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

• Must reside within the assigned geographic area.

• Willingness to travel more than 70% of the time.

• Strong critical thinking and analytical skills regarding business opportunities.

• Proficient in project management, coordination, and execution.

• Ability to implement solution-oriented selling strategies with clinical and economic stakeholders.

• Capable of developing relationships with diverse partners, from senior business leaders to clinical experts.

• Excellent written and verbal communication skills, with an executive-level presence.

• Proven ability to drive processes and achieve results.

• Experience interacting with various specialties within a hospital and conveying complex technical subjects to clinicians.

• Self-motivated, capable of working independently, and managing multiple projects simultaneously.

• Ability to navigate challenging conversations and situations.

• Strong problem-solving and analytical skills, along with effective presentation abilities.

• Exceptional organizational, communication, and interpersonal skills.

• Proficient in Microsoft Office, Salesforce.com, and financial tools.

• Must be able to establish and maintain vendor credentials through RepTrax, Vendormate, etc.

🏝️ Benefits

• Annual Bonus

• Potential reimbursement for vehicle use/mileage

• Medical coverage

• Health Savings Accounts

• Flexible Spending Accounts

• Dental coverage

• Vision coverage

• Hospital Care Insurance

• Critical Illness Insurance

• Accidental Injury Insurance

• Life and AD&D insurance

• Short-term disability coverage

• Long-term disability insurance

• Long-term care with life insurance

• Anxiety management program

• Wellness incentives

• Sleep improvement program

• Diabetes management program

• Virtual physical therapy

• Emotional/mental health support programs

• Weight management programs

• Gastrointestinal health program

• Substance use management program

• Benefits for musculoskeletal surgery, cancer treatment, and bariatric surgery

• BD 401(k) Plan

• BD Deferred Compensation and Restoration Plan

• 529 College Savings Plan

• Financial counseling

• Baxter Credit Union (BCU)

• Daily Pay

• Guidance for college financial aid and applications

• Paid time off (PTO), including all mandated state leaves

• Educational assistance/tuition reimbursement

• MetLife Legal Plan

• Group auto and home insurance

• Pet insurance

• Commuter benefits

• Discounts on products and services

• Academic Achievement Scholarship

• Service Recognition Awards

• Employer matching donations

• Workplace accommodations

• Adoption assistance

• Backup daycare and eldercare services

• Support for neurodivergent adults, children, and caregivers

• Caregiving assistance for elderly and special needs individuals

• Employee Assistance Program (EAP)

• Paid Parental Leave

• Support for fertility, birthing, postpartum, and age-related hormonal changes

• Bereavement leave

• Military leave

• Personal leave

• Family and Medical Leave (FML)

• Jury and Witness Duty Leave