Description
Account Manager / Key Account Manager — Private Labs Segment (TLA / Automation)
Beckman Coulter Diagnostics
Are you an Account Manager with a hunter demeanor and a passion for winning complex deals? Do you thrive on building strong customer relationships, understanding unmet needs, and creating smart, competitive solutions that drive measurable outcomes?
Join our Beckman Coulter Diagnostics commercial team and take ownership of growth in the Private Labs segment, including large, sophisticated Total Lab Automation (TLA) / Automation projects.
Role Summary
The Key Account Manager (KAM) is responsible for establishing and strengthening robust relationships in the Private Labs segment, identifying and converting new profitable opportunities, and leading key activities across the full sales cycle—from account planning through implementation—while maintaining disciplined territory management.
Time Allocation
+ 80% of time dedicated to visiting and engaging the Private Labs segment.
Key Responsibilities
Key Account Management & Market Execution
+ Establish relationships with key decision makers and KOLs in the private segment.
+ Gather market intelligence and stay knowledgeable on existing contracts, competitor activity, and upcoming tenders.
+ Build the right network within accounts and create customized solutions aligned to customer needs and business realities.
+ Analyze market trends and customer dynamics to shape effective account strategies.
+ Maintain a balanced, updated funnel and drive profitable growth through disciplined opportunity management.
+ Close opportunities in large, complex accounts by initiating, developing, and delivering solutions that improve customer outcomes.
+ Lead core activities including account planning, selling process execution, and post-sales implementation.
Commercial & Contracting
+ Promote and customize business solutions using the Beckman Coulter commercial model (reagent deals, OTL, GPPRR).
+ Establish relationships at account level to win competitive TLA opportunities.
+ Negotiate long-term agreements and retain profitable accounts by ensuring outstanding service and customer experience.
+ Promote direct entity presence across the private segment.
Cross-Functional Collaboration
+ Partner with Lab Consultants, Clinical Promotion, Product Management, and Applications to position Beckman Coulter as the supplier of choice for TLA solutions.
+ Work with Sales leadership and TP companies to close menu gaps and strengthen solution competitiveness.
+ Drive account-level initiatives such as performance partnership programs.
+ Engage in DBS initiatives to accelerate Private Lab Chain wins.
Key Metrics
+ Private segment funnel size and quality
+ Number of private lab chains won
+ Private labs segment category growth
+ Market penetration in private segment
+ Profitability per account
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 .
