Senior Product Sales Executive, CCIA

Beckman Coulter Diagnostics; Fairfax (VA); Hybrid; USD 100,000 - 120,000; Full time

Benefits offered by this job

Remote work option

Sales Incentive Compensation

Job summary

Beckman Coulter Diagnostics is seeking a Senior Product Sales Executive (Chem/IA) to drive strategic growth in the Virginia area. You will lead account plans, analyze KPIs, and advance complex deals while coordinating cross-functional teams to deliver integrated solutions.

The role requires deep diagnostics sales experience, proficiency in pricing strategies, and strong executive-level communication. A remote work option is available with significant travel to healthcare facilities.

Qualifications

• Bachelor’s degree with 5+ years’ experience or master’s degree with 3+ years’ experience.
• Extensive diagnostics sales experience with deep understanding of laboratory environments, market landscapes, and integration of CIT and automation into Chem/IA discussions.
• Ability to craft and execute financial strategies, aligning pricing with customer and company goals while using creative deal structuring.
• Skilled in driving multi-disciplinary strategies and cross-functional collaboration to deliver impactful solutions.
• Proficient in Salesforce for managing sales cycles, forecasting accuracy, and engaging key decision-makers with financial value.

Responsibilities

• Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, and forecasting of opportunities.
• Lead Day in the Lab engagements to uncover operational inefficiencies and position integrated Laboratory Solutions.
• Develop and structure financial strategies that align with customer objectives and Beckman Coulter goals, including value-based selling and complex deal structuring.
• Orchestrate cross-functional teams to develop multi-disciplinary strategies for must-win opportunities.
• Build relationships with executive and clinical stakeholders to influence decisions and deliver long-term customer value.

Skills

Sales experience

Executive presence

Communication skills

Forecasting

Education

Bachelor’s degree

Master’s degree

Tools

Salesforce

Job description

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

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 Product Sales Executive (Chem/IA) is responsible for driving strategic growth, expanding market share, and advancing Beckman Coulter Diagnostics’ position within the clinical chemistry and immunoassay market. This role requires deep expertise in laboratory operations, financial drivers, and healthcare economics, along with the ability to develop and execute complex account strategies across diverse health system environments. You will lead Chem/IA growth strategies within assigned accounts, identifying opportunities for consolidation, competitive displacement, and long-term expansion. This position reports to the Regional Sales Manager. Candidates must reside in territory, covering the Virginia area.

In This Role, You Will Have The Opportunity To

• Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, competitive displacement, pipeline accuracy, forecasting, and overall opportunity execution to advance and close complex deals
• Lead “Day in the Lab” engagements to uncover operational inefficiencies and position integrated solutions using workflow analysis, capacity modeling, and reagent mapping
• Develop and structure financial strategies that align with customer objectives and Beckman Coulter goals, including value-based selling and complex deal structuring
• Orchestrate cross-functional teams (CIT, LASM, Microbiology, Hematology, and others) to develop and execute multi-disciplinary strategies for must-win opportunities
• Build and deepen relationships with executive and clinical stakeholders to influence decisions and deliver long-term customer value

The Essential Requirements Of The Job Include

• Bachelor’s degree with 5+ years’ experience or master’s degree with 3+ years’ experience
• Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions
• Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth
• Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions
• 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

Travel, Motor Vehicle Record & Physical/Environment Requirements

• Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time.
• Must have a valid driver’s license with an acceptable driving record

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

• 5+ years of diagnostics sales experience with deep understanding of laboratory environments and market dynamics
• Demonstrated ability to align solutions to customer financial and operational priorities, including healthcare economics
• Experience navigating complex, long-term capital equipment sales cycles and competitive displacement strategies
• Experience leading account planning and delivering executive-level customer engagements and business reviews

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.

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.

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.

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