Key Account Manager

Danaher•Richmond, VA

9h•Remote

About The Position

As a Key Account Manager (KAM), you will lead strategic customer relationships within a defined portfolio, driving long-term growth and delivering value for both the customer and Beckman Coulter Diagnostics. You will focus on retaining and expanding existing accounts while identifying and securing new opportunities within your territory. Partnering cross-functionally with Sales Specialists, Health Systems Executives, Service, Finance, Marketing, and Client Services, you will ensure seamless execution and sustained customer success. This role requires strong business insight, financial acumen, and the ability to lead through influence in a matrixed organization, serving as a trusted advisor to shape account strategy and drive customer outcomes. This position reports to the Regional Sales Manager, candidates must reside in territory, covering the Virginia area.

Requirements

Bachelor’s degree with 2 + years’ experience or master’s degree with 0-2 years’ experience
Demonstrated ability to build relationships and work effectively with customer stakeholders across clinical, operational, and financial functions
Strong business and financial acumen, with the ability to align solutions to customer priorities and support growth within assigned accounts
Experience working cross-functionally in a matrixed environment, partnering with internal teams to support account execution and customer outcomes
Strong communication, presentation, and organizational skills, with proficiency in CRM tools such as Salesforce to manage opportunities and maintain pipeline accuracy
Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time.
Must have a valid driver’s license with an acceptable driving record

Nice To Haves

3 + years of Diagnostics Sales Experience
Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics
Experience working collaboratively with local sales teams to support account execution and navigate long-term capital equipment sales cycles
Background in leading or participating in account planning sessions and contributing to executive-level business reviews with both customers and internal stakeholders.

Responsibilities

Build and manage executive-level relationships across assigned IDNs and Health Systems, acting as a trusted advisor to drive growth, retain base business, and influence key decisions.
Analyze account performance and align Beckman Coulter Diagnostics solutions to customer financial and operational priorities in partnership with the Health Systems Executive.
Coordinate cross-functional teams to develop and execute multi-year strategic account plans, aligning near-term actions to long-term growth objectives.
Partner with Service to ensure successful implementation and ongoing support, maintaining a high-quality customer experience and resolving issues as needed.
Leverage Danaher Business Systems (DBS) tools to align resources, maintain pipeline and funnel accuracy, and deliver regular business reviews to customer leadership.