Point of Care Specialist - Respiratory Sales
Job description



We are the people who give possibilities purpose
BD 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.



Job Description
Point of Care Specialist - Northeast
Excited to grow your career?
We value our talented employees, and whenever possible strive to help one of our associates grow professionally before recruiting new talent to our open positions. If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.
As directed by the Regional Business Manager, the POC Specialist focus is on but not exclusively limited to the activities outlined below:
Focus on identifying and pursuing opportunities in a defined region to drive revenue and accelerate growth across the ABG business.
Drive ABG growth by cross-selling and contracting in regionally assigned hospitals and health systems. Craft and deliver SM-wide value proposition message, coordinating development and negotiation of cross SM contracts. Own pricing and contract negotiations and incentives, with appropriate SM leadership approval.
Collaborate with Marketing, aid in creating tools (cross reference, conversion playbooks, etc.), communications and overall support for the SM assigned product portfolio.
Effectively support the Top 50 regional accounts, answer clinical questions with portfolio expertise, spearhead SKU rationalization projects, collaborate with field sales, clinical and National Accounts on shared growth targets.
Lead and execute all new ABG in-service and education. Partner across the commercial organization to effectively manage both in person and virtual implementations within all accounts
Partner with the acute care distribution network on custom kitting opportunities for mutual value creation
Effectively track and measure progress/gains/losses through timely reports, forecasting tools, SFDC dashboards, etc. for funnel management and report out (findings/changes) to leadership.
Effectively manage the SM assigned portfolio of product to ensure SM meets and exceeds FY budget.
Provide training for new hires commercially as a portfolio expert to accelerate shared wins and ongoing support for SM products, processes, tools and resources.
Simplify clinical process application of arterial blood gas sticks in the healthcare setting, demonstrating value add and differentiation often sharing best practices.
Proven Proficiencies and Capabilities
Critical thinking and analysis of business opportunities
Project management, coordination, and execution
Ability to drive solution-oriented selling with both clinical and economic partners
Navigating complexity and spanning boundaries (enterprise thinking)
Relationship development across varied partners, from senior business leaders to clinical authorities
Excellent written and verbal communication with executive-level presence
Encouraging trust & credibility (matrix leadership)
Influencing others (influence without authority)
Partnership and Collaboration
Ability to drive processes and deliver results
Qualifications
Bachelor’s degree required; MBA a plus
5 years’ sales experience in a critical care preferred, respiratory care and/or Point of Care setting preferred
5 years’ sales experience with proven track record of exceeding sales goals preferred
3-5 years prior experience in IDN account management, including contract negotiation and execution preferred
Sophisticated knowledge of healthcare buying and contracting processes for both clinical and financial settings
Understanding of US healthcare landscape, including role of GPOs and distributors
Experience working across teams / business units / segments / functions to get results
Knowledge of overall SM portfolio preferred
Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
Must live within assigned geography
Ability to travel >70% of time, managing competing priorities in calendar coordination with short notice requests
Knowledge and Skills
Must be results driven, with motivation to achieve high performance
Proven ability to interact with different specialties within a hospital and deliver complex and technical subject matter to clinicians in the hospital or clinical setting
Self-directed, able to work independently and handle multiple projects concurrently to function in a fast paced, high growth environment
Ability to handle difficult conversations/situations
Strong problem solving/analytical skills and effective presentation skills
Excellent organizational skills and strong communicative, and interpersonal skills
Proficiency with Microsoft Office, Salesforce.com and financial tools
Must be able to establish and maintain vendor credentials (via RepTrax, Vendormate, etc.) to have the ability to enter and work, as required, in hospitals and other medical facilities, as an essential function of the job
At 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.
For 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.
At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under “Our Commitment to You”.
Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $130,000 - $200,000 (Range is reflective of total compensation - Base Salary + Annual Sales Incentives)
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Annual Bonus
Potential reimbursement of vehicle use/mileage
Health and Well-being Benefits
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
Other Well-being Resources
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
Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
BD 401(k) Plan
BD Deferred Compensation and Restoration Plan
529 College Savings Plan
Financial counseling
Baxter Credit Union (BCU)
Daily Pay
College financial aid and application guidance
Life Balance Programs
Paid time off (PTO), including all required 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 donation
Workplace accommodations
Other Life Balance Programs
Adoption assistance
Backup day care and eldercare
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
Leave Programs
Bereavement leaves
Military leave
Personal leave
Family and Medical Leave (FML)
Jury and Witness Duty Leave
Why Join Us?
To 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.
We 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.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
Required Skills
Optional Skills
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Primary Work Location
USA NJ - Franklin Lakes