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 (https://danaher.com/our-businesses) 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 (https://www.danaher.com/how-we-work/danaher-business-system) which makes everything possible.
The Regional Business Manager – West is responsible for leading a team of 2 Territory Sales Executives to achieve sales goals, protect margins, and expand our presence in the highly competitive diagnostics market. This role is accountable for strategic planning, coaching, and execution of sales strategies and tactics to ensure revenue, profit, and customer satisfaction targets are met.
This position reports to the General Manager, Canada and is part of the North American Commercial Operations (NACO) organization and will be fully remote in British Columbia or Alberta provinces.
In this role, you will have the opportunity to:
+ Utilize Danaher Business System tools to lead sales campaigns with the local team, ensuring that each member of the team understands the needs of the whole IDN and how their actions tie into the bigger customer partnership.
+ Develop relationships within the C-suite and executives at the provincial level as well as key stakeholders within the different accounts attached to the Health System (i/e Committee Members, Procurement, Medical Directors etc.). In addition, you will establish and guide your team on account strategy, pricing, and deal structure to ensure profitable growth while removing obstacles to success. By doing so, you will maintain accurate sales forecasts, present dashboard metrics, and ensure consistent adoption of SFDC to manage and track performance.
+ Build and lead the region strategic YOY business plan within each assigned Health System incorporating key value drivers for both the customer as well as Beckman Coulter which will drive YOY revenue growth and sustained partnership. You will also strengthen customer relationships by developing high-impact partnerships and collaborating on joint sales initiatives.
+ Lead and inspire a team of Territory Sales Executives to achieve sales and financial goals in the acute diagnostics market, partnering closely with distributors to execute regional strategies. You will also recruit, coach, and develop high-performing sales talent, ensuring each direct report has mentorship and a development plan aligned to career goals.
+ Facilitate Monthly Canada Operations Review presentations, implement countermeasures for underperforming metrics, and provide actionable feedback to your team.
+ Partner with service organization to ensure that installation, go live and post install maintenance are successful. Provides a high-level view of all activities going on within individual accounts to ensure that the customer is provided with high quality, consistent service. Course correct and escalate to leadership when needed.
The essential requirements of the job include:
+ BS/BA degree required with 9+ years of complex clinical sales experience, selling into the acute space with a strong preference towards the diagnostics space. Candidates with extensive laboratory experience (such as laboratory technician) could also be considered.
+ Robust competitive spirit and results orientation and relentless customer focus.
+ Must be willing to travel approx 40%, including overnight travel.
+ High potential sales performer with a solid track record of career progression and runway to develop further with a history of driving for results; demonstrated track record of sales growth, customer experience and market share growth.
+ Strong communication and presentation skills; demonstrated ability to clearly, concisely and accurately conduct executive level presentations. Superior negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
It would be a plus if you also possess previous experience in:
+ Understanding the business and financial goals of your customer and putting together a sound strategy.
+ Partnering with local sales teams to provide informal leadership, providing overall account strategy and ensuring accountability of the teams with the day-to-day tactics.
+ Hospital operating financials and healthcare economics
+ Leading the weekly and monthly account plan tactics, working diligently within the sales cycle activities, preparing for and delivering business reviews effectively (both with customers and internally)
+ Korn Ferry / Miller Heiman selling
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 (https://leplb1040.upoint.alight.com/ah-angular-afirst-web/#/web/danaher/cp/preauth-home) .
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 annual salary range for this role is $150,000 to $170,000 and will vary based on your experience. 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 retirement program 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.
We will ensure that individuals with disabilities are provided reasonable accommodation to access our website, and as applicable participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at 1-202-419-7762 or applyassistance@danaher.com to request accommodation.
