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 Product Sales Executive (Chem/IA) 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 covering and living in the Michigan territory, 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 Sales Team and report to the Regional 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:
+ 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.
+ 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
+ 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
+ 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
+ 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:
+ A bachelor’s degree with 2+ years of experience OR master’s degree with 0-2 years of 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:
+ Ability to travel –50-75%, overnights
+ Must have a valid driver’s license with an acceptable driving record
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 $90,000 – $110,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $160,000 – $180,000 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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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 .
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
The U.S. EEO posters are available here (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) .
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 applyassistance@danaher.com .
