Senior Key Channel Executive

Danaher Corporation; Richmond (VA); On-site; USD 100,000 - 120,000; Full time

Benefits offered by this job

Health benefits

401(k) plan

Job summary

Beckman Coulter Diagnostics, a Danaher operating company, is seeking a Senior Key Channel Executive to own and develop an account strategy for the non-acute market across VA, DC, MD, WV, and Eastern Kentucky with 60% in-field travel. You will foster distributor and account relationships and leverage cross-discipline experts to provide total solutions based on customer needs.

This role requires building strategic sales plans, prioritizing activities, and coordinating with product experts through

Qualifications

• Bachelor’s degree required; 5+ years of sales experience preferred in distribution, hospital or laboratory settings.
• Strong relationship-building skills with distributor partners to coordinate resources.
• Solid understanding of tactical sales skills (prospecting, qualifying, closing) in laboratory diagnostics.

Responsibilities

• Own and develop an account strategy for the non-acute market in coordination with distribution partners.
• Call on assigned accounts and prioritize sales activities within those accounts.
• Develop and execute strategies to influence decision criteria and close sales.
• Manage preparation and execution of business reviews, account plans, regional meetings, and product shows.
• Contracting and pricing strategy for territory Physician's Office Laboratory customers.
• Build distributor relationships and leverage cross-discipline experts to provide total solutions.

Skills

Sales experience

Distributor relations

Account development

Strategic planning

Communication skills

Presentation skills

Education

Bachelor's degree in science or business

Job description

Bring more to life.

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

At Beckman Coulter Diagnostics, one of Danaher's 15+ operating companies, our work saves lives—and we're all united by a shared commitment to innovate for tangible impact.

You'll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher's system of continuous improvement, you help turn ideas into impact - innovating at the speed of life.

As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory's role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. Learn about the Danaher Business System which makes everything possible.

The Senior Key Channel Executive for Beckman Coulter Diagnostics is responsible for owning and developing an account strategy in coordination with our distribution partners in the non-acute market. You will uphold current knowledge of the customers' business, financial and technical needs as well as strategically position our products through tactical sales techniques to put Beckman Coulter in a position to win.

This position is part of North America Commercial Operations and will covering Virginia, DC, Maryland, West Virginia, and Eastern Kentucky with in field travel at 60%. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be a part of the Distribution team and responsible for owning, maintaining, and fostering distributor and account relationships at all levels and leverage cross-discipline subject matter experts to provide a total solution based on the customer's needs. You will drive and own core growth by footprint expansion through retaining base business and adding competitive disciplines and test menu. If you thrive in a dynamic role and want to work to build a world-class sales organization-read on.

In this role, you will have the opportunity to:

• Partner with our distributors and hospital market Beckman Coulter Dx team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive) to position Beckman Coulter products with customer's needs; Promote install base revenue growth via margin and test menu expansion; Involve product experts in the development of account strategy, and throughout the sales process.

• Utilize key influencers for developing and closing sales through distribution in physician offices, regional reference, student health centers, urgent care and community and public health laboratories.

• Through solid market and competitor knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Own and manage the preparation & execution of business reviews, account plans, regional meetings and product shows.

• Effectively link Beckman Coulter's solutions to the customers' technical, financial and business needs.

• Implement the sales plan designed to achieve established sales and financial goals; Responsible for contracting and pricing strategy for territory Physician's Office Laboratory customers.

  The essential requirements for the job include:

• Bachelor's degree required preferably in science or business with 5 years' sales experience preferably within distribution, hospital or laboratory setting.

• Strong relationship building skills with distributor sales and management partners to effectively collaborate and coordinate resources.

• Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics; Proactive approach examining, diagnosing and prescribing strategic business solutions to meet objectives.

• Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout.

• Highly organized, with strong and disciplined program and sales management skills; manages distributor partners, works diligently within the sales cycle activities, prepares for and delivers business reviews effectively (with distributors, customers and internally); Excellent time and territory management habits.

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

• Working knowledge of laboratory workflow, workload demands and system needs in a POL laboratory.

• Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.

• 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 $100,000 - $120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $170,000 - $190,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. 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.

• Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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For more information, visit www.danaher.com.

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The U.S. EEO posters are available here (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) .

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We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact:1-202-419-7762 or [e-mail].