Strategic Business Development Lead

Danaher Corporation; United States; Remote; USD 83,000 - 125,000; Full time

Benefits offered by this job

Benefits package

Job summary

Beckman Coulter Diagnostics, a Danaher operating company, seeks a Strategic Business Development Specialist to identify and convert new opportunities across Australia and New Zealand. You will drive competitive conversions, greenfield projects and automation initiatives with key accounts in hospitals and reference laboratories.

You will work independently within commercial priorities, collaborating with product management, applications, service, finance and marketing to build compelling value

Qualifications

• Bachelor’s degree in business, science, biomedical science, or equivalent commercial experience.
• Multiple years of successful business development or strategic sales in clinical diagnostics or healthcare technology.
• Experience progressing complex opportunities from qualification to contract award and a strong understanding of pathology networks.

Responsibilities

• Identify, qualify and develop high-value opportunities across ANZ, including greenfield labs and automation initiatives.
• Develop and execute account penetration using market analysis, stakeholder mapping and competitive intelligence.
• Own opportunities from qualification to proposal, negotiation and contract execution, escalating risks as needed.
• Build relationships with clinical, laboratory, procurement, IT and executive stakeholders to drive consensus.
• Maintain pipeline, forecasting and account plans; leverage Growth tools and Danaher methodologies to improve funnel quality.

Skills

Strategic selling

Opportunity management

Stakeholder engagement

Sales forecasting

CRM (Salesforce)

Education

Bachelor’s degree in business or science

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?

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 Strategic Business Development Specialist, is a field-based commercial individual contributor responsible for identifying, developing and converting new business opportunities across the Australian and New Zealand diagnostics market. The role focuses on competitive conversions, greenfield opportunities, strategic account penetration, laboratory transformation projects and automation opportunities that expand market share and create sustainable recurring revenue.
Working independently within agreed commercial priorities and with minimal day-to-day guidance, the role applies in-depth diagnostics-market knowledge, commercial judgement and structured opportunity management to progress complex sales cycles. The role partners with Key Account Managers, Product Management, Applications, Service, Finance, Marketing, Contracts and Commercial Leadership to build customer value propositions, coordinate internal resources and support successful implementation handover.

This role requires a commercially driven professional with exceptional competitive selling capability, strong strategic planning skills and a proven track record of converting major opportunities into long-term customer partnerships.

In this role, you will have the opportunity to:

• Identify, qualify and develop high-value new business opportunities across ANZ, including competitive conversions, greenfield laboratories, automation initiatives, strategic tenders and laboratory transformation projects.
• Develop and execute account penetration and opportunity plans using market analysis, stakeholder mapping, customer discovery, competitive intelligence and clearly differentiated value propositions.
• Own assigned opportunities from qualification through proposal, commercial negotiation, contract execution and implementation handover, escalating material commercial, contractual or delivery risks through the appropriate governance channels.
• Build productive relationships with clinical, laboratory, procurement, operational, information technology and executive stakeholders, explaining complex commercial and technical information and working to build customer consensus.
• Maintain disciplined pipeline, forecasting and account-plan records in Salesforce. Use Growth tools (Danaher Business System), opportunity reviews and root-cause problem solving to improve funnel quality, conversion and commercial effectiveness.

The essential requirements of the job include:

• Bachelor’s degree in business, science, biomedical science, medical laboratory science or another relevant discipline, or equivalent relevant commercial experience.
• Multiple years of successful business development, strategic sales or complex account-management experience in clinical diagnostics, medical devices, laboratory automation or a comparable healthcare technology market.
• Demonstrated experience progressing complex, multi-stakeholder sales opportunities through qualification, value proposition development, proposal, tender, negotiation and contract award.
• Working knowledge of clinical laboratory operations and the commercial drivers influencing public and private pathology networks, hospital laboratories or reference laboratories.
• Proficiency using customer relationship management systems, including Salesforce or an equivalent platform, to manage pipeline, account plans, opportunity stages and forecasting

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.

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.