Product Sales Executive, Chemistry / Immunoassay

Danaher; Westborough (MA); Remote; USD 130,000 - 155,000; Full time

Job summary

An established industry player is seeking a dynamic Staff Product Sales Executive to join their team. In this fully remote role, you will spearhead strategic growth initiatives in the diagnostics sector, utilizing your extensive sales experience and financial acumen to drive market share expansion. You'll collaborate with a talented team, leveraging insights to optimize solutions and enhance customer relationships. This position offers a unique opportunity to make a significant impact on patient care through innovative diagnostic tools. If you are passionate about healthcare and thrive in a fast-paced environment, this role is perfect for you.

Benefits

Paid Time Off

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Plan

Bonus/Incentive Pay

Qualifications

• 9+ years of sales experience with 5 years in diagnostics, focusing on capital equipment.
• Proven ability to craft financial strategies and execute complex sales plans.

Responsibilities

• Drive strategic growth and expand market share in the diagnostics industry.
• Develop tailored financial strategies and manage customer relationships effectively.

Skills

Sales Experience

Financial Strategy Development

Laboratory Environment Knowledge

Communication Skills

Interpersonal Skills

Strategic Thinking

Education

Bachelor's Degree

Tools

Salesforce

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 Staff Product Sales Executive for Chemistry/Immunoassay (Chem/IA) Solutions is responsible for driving strategic growth, expanding market share, and strengthening Beckman Coulter's positioning within the diagnostics industry. This role requires a deep understanding of the laboratory environment, financial acumen, strategic analysis, and the ability to develop and execute complex, multi-disciplinary strategies that align with both short- and long-term business objectives.

This position is part of the North America Commercial organization and will be fully remote in the Boston area with field travel 50-75% of the time, at least 3 days a week. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be a part of the East Area Sales Team and report to the Area Sales Manager responsible for accelerating business expansion and capturing new market opportunities in the diagnostic sector. If you thrive in a fast-paced and multifunctional role and want to work to build a world-class sales organization, read on.

In this role, you will have the opportunity to:

1. Develop and execute strategic account management plans by understanding KPIs, identifying limitations, and proactively engaging with accounts to prevent contract expirations. Drive growth by exploring underserved areas, consolidating analyzers, and leveraging market insights to capitalize on emerging technologies and opportunities.
2. Conduct comprehensive 'Day in the Lab' sessions to identify operational inefficiencies, assess analyzer consolidation, and evaluate CIT and Automation solutions. Continuously analyze competitor strengths and weaknesses, leveraging differentiators through workflow analyses, capacity modeling, and reagent mapping to demonstrate strategic advantages.
3. Develop tailored financial strategies that align with prospects' financial positions and Beckman Coulter's goals, ensuring strong margins and optimizing incentive compensation plans. Employ long-term strategic thinking and creative deal structuring, while demonstrating value-based selling by quantifying the financial benefits of new technology adoption and assay consolidation.
4. Oversee multi-disciplinary strategies for must-win opportunities by updating Quip plans and collaborating with CIT, LASM, and other stakeholders to integrate CIT and Automation solutions into Chem/IA discussions. Strategically involve Microbiology, Hematology, and other key areas to enhance the overall solution offering.
5. Maintain precise management of transactional timelines, staging accuracy, and win probabilities in Salesforce, while leading customer discussions to position Beckman Coulter’s solutions and employ creative contract strategies. Build and sustain relationships with key stakeholders, including lab staff, quality management, supply chain leaders, and medical directors, to drive long-term success.

The essential requirements of the job include:

1. A bachelor’s degree from an accredited four-year college or university, with 9 years of sales experience, and 5 years of diagnostic experience selling capital equipment.
2. Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions.
3. Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth.
4. Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions.
5. Proficient in Salesforce for managing sales cycles, forecasting accuracy, and developing strategies to influence key decision-makers across various roles. Strong executive presence with advanced communication, presentation, and interpersonal skills, capable of building long-term relationships and demonstrating financial value to stakeholders.

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 base salary range for this role is $130,000 - $155,000. 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. 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.

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.