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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving sales and account management within the Diagnostic Product Portfolio, with a strong focus on customer engagement, strategic planning, and collaboration across various stakeholders. Proficient in utilizing analytical skills for financial management and developing market strategies for new technologies.
Highest-signal resume keywords
Sales Strategy DevelopmentAccount ManagementCustomer EngagementLaboratory Products Sales ExperienceAnalytical Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Process ManagementTerritory ManagementContract NegotiationMarket DevelopmentFinancial Analysis
Soft Skills
Excellent CommunicationInterpersonal SkillsOrganizational SkillsRelationship Development
Tools & Technologies
MS Office ApplicationsSalesforce.comPower BIConnectivity Devices
Certifications & Qualifications
BA / BS in Life SciencesDegree in Medical Technology (MT ASCP) or Microbiology
Industry Keywords
Diagnostic Product PortfolioClinical LaboratoriesHospital SalesInfectious DiseaseValue Analysis
Tech Stack
Tools & technologiesSFDC
About the role
Key responsibilities & impact- Drive sales, profitable growth, and account management across the Diagnostic Product Portfolio
- Engage hospitals and clinical laboratories within the assigned territory, including six customers per week
- Develop and implement territory and strategic account sales plans
- Create hospital-specific account plans based on economic and strategic business drivers
- Present clinical product benefits and economic justification to decision-makers and influencers
- Coordinate stakeholders through the customer buying process to secure contractual purchase agreements
- Maintain and grow base revenue while ensuring customer satisfaction through ongoing contact
- Collaborate with Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, Applications Specialists, distribution partners, and Marketing
- Attain or exceed sales plans and support Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics products
- Manage sales processes across clinical laboratories, infectious disease clinicians, pharmacy, value analysis, hospital administration, purchasing, supply chain, and IT
- Conduct prospecting calls, create demand, communicate medical and patient-outcome benefits, and deliver product demonstrations
- Develop acquisition strategies and execute product conversions
- Develop account strategy and close accounts using coordinated team selling
- Coordinate inventory, supply chain, contract, and competitive intelligence needs with distributors
- Forecast sales, document selling activity, manage funnels, and report closes
- Provide post-sales support and coordinate installations with Service
- Monitor expenses, complete administrative and call reporting, manage contracts and renewals, maintain company assets, and follow OSHA and Universal Lab precautions
- Follow Waters Values, Code of Conduct, and AdvaMed rules
Requirements
What you’ll need- BA / BS in Life Sciences, biological areas, business or related field required
- Minimum 3 years of laboratory products or hospital sales experience
- Experience attaining or exceeding overall sales plan profitability and assigned goals
- Knowledge of selling processes and customer loyalty development
- Preparation, presentation, and closing skills in direct sales, distribution channel, and/or team selling
- Strong organizational skills, territory management, account assessment, and relationship development
- Analytical skills with financial orientation applicable to contract proposals, profitability, budgets, and expense management
- Ability to develop markets for new technology and medical practices
- Excellent communication and interpersonal skills
- Working knowledge of MS Office applications, Salesforce.com, Power BI, and connectivity devices
- Salesforce.com compliant documentation and timely sales activity management
- Valid state-issued driver's license and compliance with Waters auto safety standards
- Degree in Medical Technology (MT ASCP) or Microbiology preferred
Benefits
Comp & perks- Workplace flexibility and work-life balance for remote or field-based arrangements
- Potential COVID-19 testing where available and/or required
- Workplace accommodations considered pursuant to applicable law
- Learning, growth, and development opportunities
- Equal opportunity employment