Area Sales Manager, Distribution

Danaher•Washington DC, MA

18h•$150,000 - $175,000•Remote

About The Position

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 Area Sales Manager (ASM) – Distribution leads a team of 7–8 Key Channel Executives to achieve sales goals, protect margins, and expand our presence in the highly competitive non-acute diagnostics market. This role is responsible for strategic planning, coaching, and execution to ensure revenue, profit, and customer satisfaction targets are met in partnership with authorized distributors and their sales teams. The ASM will drive sales in the non-acute space - physician office labs, clinics, reference labs, and other laboratories while also contributing to larger strategic opportunities with corporate, national, and IDN accounts in collaboration with other sales leaders.

Requirements

BS/BA degree required with 9+ years of complex clinical sales experience, selling into the non-acute space with a strong preference towards the diagnostics space and through distribution channels.
Robust competitive spirit and results orientation and relentless customer focus.
Must be willing to travel approx 60%, 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.
Relentlessly attract, engage and develop people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial
Strong 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.

Nice To Haves

Previous experience leading team strongly preferred
MBA degree preferred with 7+ years of experience.

Responsibilities

Lead and inspire a team of Key Channel Executives to achieve sales and financial goals in the non-acute diagnostics market, partnering closely with distributors to execute regional strategies.
Strengthen customer and channel relationships by developing high-impact partnerships and collaborating with distribution leaders on joint sales initiatives.
Guide your team on account strategy, pricing, and deal structure to ensure profitable growth while removing obstacles to success.
Maintain accurate sales forecasts, present dashboard metrics, and ensure consistent adoption of SFDC to manage and track performance.
Facilitate Growth War Room presentations, implement countermeasures for underperforming metrics, and provide actionable feedback to your team.
Recruit, coach, and develop high-performing sales talent, ensuring each direct report has mentorship and a development plan aligned to career goals.