Lab Automation Sales Manager

Beckman Coulter Dx North America; Boston (MA); Remote; USD 120,000 - 140,000; Full time

Job summary

An established industry player is seeking a Workflow & IT Solutions Sales Manager to lead sales efforts in automation and informatics. This role involves strategic positioning of products in hospitals and laboratories, leveraging extensive knowledge of laboratory workflows and customer needs. The ideal candidate will thrive in a collaborative environment, using their expertise to drive sales success and build long-lasting customer relationships. With the opportunity for remote work and significant travel, this position offers a dynamic and rewarding career path in a company committed to innovation and excellence in healthcare diagnostics.

Benefits

Paid Time Off

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Plan

Bonus/Incentive Pay

Qualifications

• 9+ years of experience in capital equipment sales in hospital or laboratory setting.
• Strong communication and presentation skills are essential.

Responsibilities

• Manage sales activities related to automation and informatics in the clinical laboratory.
• Develop and execute sales strategies to influence decision criteria.

Skills

Capital Equipment Sales

Laboratory Workflow Knowledge

Tactical Sales Skills

Communication Skills

Presentation Skills

Teamwork

Time Management

Education

BS/BA in Engineering or Science

Advanced Degree in Business

Job description

Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.

The Workflow & IT Solutions Sales Manager (LASM) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The LASM will be responsible for positioning Beckman Coulter’s Automation and Informatics portfolio into hospitals and reference laboratories by anticipating the needs of those customers and executing on a sales strategy to become the technical vendor of choice.

The candidate will work with a team of sales professionals in retention of current customers and securing new business and identifying opportunities for Automation and Informatics products in the clinical laboratory and be the subject matter expert on competitive products, financial tactics and strategic positioning.

Leveraging their experience in laboratory workflow, Beckman’s historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the LASM will competitively position our products through strategic sales techniques that put Beckman Coulter in a position to win. Through active funnel management, the incumbent will successfully implement a sales plan designed to achieve established sales and financial goals.

This position will carry primary responsibility for all Automation and Informatics sales in the complex or IDN market segment, customer quotes and proposals and will guide the development and execution of strategic account plans to ensure achievement of assigned business goals. This candidate will work collaboratively with the sales team in the review and update of account plan based on changing market, customer conditions and competitive activity. Accountability, excellent communication, attention to detail, multitasking and listening skills are essential. Teamwork and territory management skills are critical. This position is remote and will include up to 70% travel. Overnight travel is required, amount is predicated on home office location and territory activity.

In this role, you will have the opportunity to:

• Serve as Subject Matter Expert with a product discipline (WITs); will own sales activities related to automation and informatics in the complex and IDN market segment over long sales cycles, including forecasting, opportunity management, quotations/proposals, customer presentations and engagements, and sales planning and campaign strategy.
• Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for Automation and process improvement. Owns Automation and workflow tactics as part of the strategy.
• Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.
• Evaluate customer workflow and determine customer configuration to process data, scheduling of process consulting, drawing sign off and CSW compilation; partners with Automation Specialists and IT TPS teams on appropriate architecture and design of automation and Informatics solutions to meet customer’s needs; Serves as continuous improvement expert internally; share their knowledge and experience to relevant teams on how to make all elements of people, process, product better for customers.
• Prepares customer for a successful implementation by identifying potential “show stoppers” during the sales process to find mutually agreeable solutions. Develops appropriate solution documentation to support successful handoff to implementation team.

The essential requirements of the job include:

• BS/BA in engineering, science, operations or related discipline, with advanced degree in business preferred with 9+ years of experience in capital equipment sales in hospital or laboratory setting.
• Working knowledge of laboratory workflow and workload demands in a hospital laboratory.
• Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
• Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout; ability to effectively overcome customer objections and turn them into a competitive win.
• Highly motivated and success driven within a team environment; proven success working in a team selling environment; excellent time and territory management habits.

It would be a plus if you also possess previous experience in:

• CPI and Lean certified preferred.

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

The salary range for this role is $120,000 - $140,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 (including applicable boosters) as a condition of employment, subject to reasonable accommodation and applicable law.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve.

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We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at [e-mail] to request accommodation.