Job Description Summary

BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. The company supports the heroes on the frontlines of health care by developing innovative technology, services and solutions that help advance both clinical therapy for patients and clinical process for health care providers.

BD Life Sciences is focused on advancing the world of health™ by delivering complete solutions for our customers – from discovery to diagnosis. Our experts collaborate globally to address significant healthcare challenges including infectious diseases, antimicrobial resistance, and unlocking the potential of immunology and cell biology. Join us in one of our business units and you’ll be surrounded by a network of knowledge, experience and resources.

The Service Sales Lead is accountable for the service sales growth and contract penetration within an assigned territory by effectively selling service solutions to our Life Sciences customers in private or public institutions such as research (pharma/biotech/academic), clinical and hospital laboratories.
The core responsibilities for this role will be to define and execute the sales strategy to convert, renew, sell & upsell services from existing and prospective customers through a customer centric approach and assist them in selecting those best suited to their needs.
The position serves as an integral partner with the regional/country Technical Service, Sales and Marketing teams.
He/she will report directly to the Manager Service Sales & Marketing Europe.

Job Description

Primary Duties and Responsibilities:

• Lead and manage a team of inside service sales and operational administration functions
  • Define team member goals, training needs, provide coaching, support talent development, performance management
  • Provide clear guidance for interpersonal and commercial aspects

• Perform direct service sales in assigned territory
  • Manage service sales call flow as first point of contact for internal & external customers (phone & e-mails)
  • Identify, qualify, and close service sales and perform contract opportunity management according to the processes, systems and tools in place (ServiceMax and SFDC)
  • Prepare, present and negotiate customer proposals by scheduling on-site visits or by remote as required
  • Respond to customer tender, RFQ’s and RFP’s
  • Provide existing customers revised agreements as required (upsell) and renew accounts according to agreements on an annual basis
  • Manage and maximize the time & material service sales opportunities (non-contract customers), identify opportunities for win back

• Manage the financial sales goals and performance at the hub responsibility level
  • Responsible for the budgeting & forecasting process in collaboration with the Technical Service and Commercial teams
  • Preparing and assisting in the development of revenue projections with an emphasis on developing high-quality forecasts and presenting potential risks and opportunities as well as preparing analyses and reconciliations
  • Oversees the entire quotation and billing process to ensure revenue is being timely recognized and accounted for on the monthly P&L
  • Monitor and evaluate the sales performance and activities utilizing the BD analytics tools
  • Meet established revenue and profit goals as defined in the Service Sales budget, define price increase strategy and recommendations for service contracts, labor & travel rates and spare parts

• Customer experience
  • Establish long-term, on-going relationships with customers, increase presence at key accounts on area level
  • Promote the service portfolio and assess customers’ servicing needs, explicitly stated or in anticipation of their future needs. Set up qualified presentations that supports the customer value proposition of BD services
  • Support marketing activities by participating in marketing projects, conferences, trade shows and identifying interesting topics for marketing campaigns and materials
  • Communicate with and provide exceptional Customer Service to internal & external customers through all communication methods and professional behavior

• Business support
  • Strong alignment with the regional business units’ strategies and goals
  • Communication and close collaboration with Country business Leaders, Sales Manager, Sales Representative, Marketing teams, Technical Service leaders
  • Define and maintain the service portfolio price book and service marketing material
  • Provide support to the commercial team as required in the Service Area (cross country)

• Territory: France (direct sales), Italy, Greece, Spain, Portugal through the management of local Inside Sales Representatives (in countries)

Requirements/Qualifications:

• Bachelor’s degree in science, business or similar by experience
• A proactive & entrepreneurial growth mindset with the ability to network & build long-term customer relationships
• People management skills and proven experience, in line with our cultural foundation: the “BD Way”
• Sales experience in a commercial environment and/or healthcare industry
• Demonstrates the ability to develop or to adapt his/her solution selling skills
• Strong written and verbal communication, presentation and listening skills
• Result driven & action oriented
• Exhibit good organization skills
• Language skills: French (fluent) and English (mandatory requirement)
• Proficiency in using Microsoft Office applications and other systems such as LOTS/SAP, ServiceMax & SFDC
• Ability to work both independently and within a team environment

Desired experience

• Experience in direct medical device selling or contract selling
• Experience in a Technical Service organization desirable

Primary Work Location

FRA Rungis Cedex – Bâtiment Londres