{"id":1654690,"url":"https://alion.io/job/bd-account-executive-diagnostic","title":"Account Executive, Diagnostic","company":{"id":1821,"name":"BD","domain":"bd.com","url":"https://alion.io/company/bd","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"A","score":89,"open_postings":50,"ghost_share":0,"stale_share":0.42,"repost_share":0.04,"time_to_fill_p50_days":32,"computed_at":"2026-11-10T06:52:35Z"}},"role":"Sales","role_family":"Sales","seniority":"middle","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Sparks, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":75000,"max_usd":166000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2720},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false},{"name":"Power BI","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-01T00:00:00Z","employer_posted_date":"2026-10-01","last_verified_at":"2026-11-10T16:04:49Z","board_verified":true,"closed_at":null,"days_open":40,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":40},"description":"As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.\n\nWe are the people who give possibilities purpose\nBD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities.\n\nJob Description\nJob description\nAs a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters.\nWaters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.\nDiagnostic Solutions Account Executive\nThe position of Diagnostic Solutions Account Executive is within Waters Advanced Diagnostics (formerly BD Diagnostic Solutions) Business Unit. Diagnostics empowers laboratories, healthcare professionals and patients across developed and emerging markets to make decisions that drive clinical outcomes and reduce risk. We deliver diagnostic tests, instrumentation, automation, and informatics that enable accurate and timely diagnosis of bacterial, fungal, viral, and parasitic infections.\nSummary of Position with General Responsibilities:\nAs the Diagnostic Solutions Account Executive, you will play a pivotal role in driving sales, fostering profitable growth, and managing accounts across the Diagnostic Product Portfolio. Your primary focus will be hospitals and clinical labs within your assigned territory, where strategic customer engagement and business expansion are essential. Customer engagement is a top priority across our commercial organization, and this position requires active, in-field interactions, specifically engaging with six customers per week.\nThe Account Executive plays a crucial role in driving revenue and maintaining strong client relationships. Their primary responsibilities include:\nDevelop and implement a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products. Leads the development of an account plan specific to each hospital’s economic and strategic business drivers.\nEffectively 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 and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.\nResponsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact.\nWorks 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.\nAttains or exceeds the overall sales plan and provides customer support for the Diagnostic product portfolio - Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.\nManages 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.\nDevelops, documents, and drives 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.\nCalls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, orchestrates new customer acquisition strategies with full Diagnostic team\nEffectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to execute a successful product conversion within the institution.\nDevelops 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).\nCommunicates and coordinates customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited.\nPrioritizes and initiates direct sales calls with distributors to protect existing sales and identify additional revenue opportunities.\nEffective Customer Resource Management for accounts, including sales forecasts, selling activity and closes as required by management.\nProvides continuous support including post sales activities. Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long-term customer satisfaction of the product.\nManages 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.\nLives the Waters Values, including but not limited to, the Waters Code of Conduct and AdvaMed rules.\nCore Competencies\nMasterfully applies the Diagnostic Way of Selling, effectively articulating and tailoring the value proposition across the Diagnostic Systems product portfolio.\nIdentifies and cultivates key stakeholder relationships, establishing strategic partnerships that create and empower internal “Diagnostic Champions.”\nExecutes comprehensive Territory Planning, from quote to contract, leveraging a suite of tools and analytics to uncover growth opportunities, implement the Customer Engagement Model, and drive forecast accuracy.\nDemonstrates a customer-centric mindset, proactively uncovering needs and delivering impactful, solution-oriented outcomes that add value and strengthen customer trust.Experience attaining or exceeding overall sales plan profitability, as well as other assigned goals and objectives\nKnowledge of selling process and the components to build / maintain customer loyalty.\nPreparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.\nStrong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.\nAbility to develop markets for new technology and new medical practices.\nExcellent communication skills and interpersonal interaction required.\nComputer savvy - working knowledge of MS Office applications, Salesforce.com, Power BI and connectivity devices.\nSpecific to Salesforce.com, adhering to compliant documentation and timely sales activities, including but not limited to call reports, funnel management, etc.\nMust possess and maintain a valid state-issued driver's license and meet Waters auto safety standards.\n\nExperience & Education\nBA / BS in Life Sciences, biological areas, business or related field required.\nDegree in Medical Technology (MT ASCP) or Microbiology preferred.\nMinimum 3 years of laboratory products or hospital sales experience.\nAt 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.\nFor certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.\nWhy Join Us?\nTo find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.\nWe believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.\nTo learn more about BD visit https://bd.com/careers.\nBecton, Dickinson, and Company is an Equal Opportunity Employer. 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