Area Sales Specialist
BD
Summary
The Area Sales Representative (ASR) is a key commercial partner responsible for driving capital and service opportunities across an assigned region. The ASR manages pipeline, develops customer proposals, supports negotiations, and works closely with field sales and customers to move opportunities from identification through close.
Job description
What You’ll Do
- Manage capital and service sales opportunities from identification through quote, negotiation, purchase order, and close.
- Partner with field sales teams to develop account strategies, prioritize opportunities, and support regional sales objectives.
- Develop customer quotes and proposals for capital equipment, service agreements, upgrades, trade-ins, and other commercial solutions.
- Analyze customer needs, account history, installed-base information, pricing, contracts, and sales data to help identify and advance opportunities.
- Support pricing discussions and customer negotiations while helping navigate complex hospital purchasing and approval processes.
- Maintain accurate sales opportunities, pipeline stages, forecasts, close dates, and customer activity within Salesforce.
- Monitor regional pipeline and sales performance to identify opportunities, risks, and areas requiring follow-up.
- Proactively engage customers to advance capital purchases, service opportunities, renewals, upgrades, and other sales opportunities.
- Partner with Pricing, Contracts, Finance, Legal, Customer Service, Sales Operations, Service, Marketing, and other internal teams to resolve barriers and support successful transactions.
- Identify opportunities within the existing customer base for equipment replacement, upgrades, service growth, and account expansion.
- Qualify and follow up on customer inquiries and sales leads and convert qualified interest into actionable opportunities.
- Serve as a resource to field sales teams on quoting, capital and service processes, commercial systems, and opportunity management.
- Support sales initiatives, process improvements, reporting, training, and other projects that improve commercial execution.
What You’ll Bring
- Strong business acumen with the ability to understand sales opportunities, pricing, customer purchasing processes, and commercial decision-making.
- Strong data competency with the ability to interpret sales, pipeline, customer, and installed-base data and turn that information into actionable insights.
- Strong Microsoft Excel skills, including the ability to organize, analyze, reconcile, and communicate data effectively.
- Experience working with CRM systems such as Salesforce and an ability to learn new commercial and reporting tools.
- Strong communication, customer engagement, negotiation, and relationship-building skills.
- Excellent organization and attention to detail with the ability to manage multiple priorities across a large portfolio of opportunities.
- Strong problem-solving skills and the ability to work independently, evaluate options, and recommend solutions.
- Ability to collaborate effectively across sales and cross-functional teams in a fast-paced environment.
Requirements
- Strong business acumen with the ability to understand sales opportunities, pricing, customer purchasing processes, and commercial decision-making.
- Strong data competency with the ability to interpret sales, pipeline, customer, and installed-base data and turn that information into actionable insights.
- Strong Microsoft Excel skills, including the ability to organize, analyze, reconcile, and communicate data effectively.
- Experience working with CRM systems such as Salesforce and an ability to learn new commercial and reporting tools.
- Strong communication, customer engagement, negotiation, and relationship-building skills.
- Excellent organization and attention to detail with the ability to manage multiple priorities across a large portfolio of opportunities.
- Strong problem-solving skills and the ability to work independently, evaluate options, and recommend solutions.
- Ability to collaborate effectively across sales and cross-functional teams in a fast-paced environment.
Company overview
BD (Becton, Dickinson and Company) is one of the world's largest global medical technology companies, founded in 1897 and headquartered in Franklin Lakes, New Jersey. As a Fortune 500 company, BD specializes in developing, manufacturing, and selling medical devices, instrument systems, and reagents across three primary segments: BD Medical, BD Life Sciences, and BD Interventional. The company's extensive product portfolio includes medical equipment such as syringes, needles, infusion systems, diagnostic instruments, flow cytometers, and surgical devices. With over 70,000 employees worldwide and operations in virtually every country, BD focuses on advancing healthcare through innovations in medical discovery, diagnostics, and care delivery. The company has a rich history of pioneering medical technologies, including the first insulin injection device, the Vacutainer blood collection system, and numerous safety-engineered medical devices. BD's mission centers on improving clinical therapy for patients and enhancing clinical processes for healthcare providers while addressing global health challenges through strategic partnerships and continuous innovation.