Key Channel Executive

Danaher•Kansas City, MO

6d•$85,000 - $100,000•Remote

About The Position

The Key Channel Executive for Beckman Coulter Diagnostics is responsible for owning and developing an account strategy in coordination with our distribution partners in the non-acute market. You will uphold current knowledge of the customers’ business, financial and technical needs as well as strategically position our products through tactical sales techniques to put Beckman Coulter in a position to win. This position is part of North America Commercial Operations and will be fully remote in field, covering the Central Region, with 60% travel. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time. You will be a part of the Distribution team and responsible for owning, maintaining, and fostering distributor and account relationships at all levels and leverage cross-discipline subject matter experts to provide a total solution based on the customer’s needs. You will drive and own core growth by footprint expansion through retaining base business and adding competitive disciplines and test menu. If you thrive in a dynamic role and want to work to build a world-class sales organization—read on.

Requirements

Bachelor’s degree required preferably in science or business
2-3 years’ sales experience preferably within distribution, hospital or laboratory setting
Strong relationship building skills with distributor sales and management partners to effectively collaborate and coordinate resources
Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics
Proactive approach examining, diagnosing and prescribing strategic business solutions to meet objectives
Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout
Highly organized, with strong and disciplined program and sales management skills
Manages distributor partners, works diligently within the sales cycle activities, prepares for and delivers business reviews effectively (with distributors, customers and internally)
Excellent time and territory management habits

Nice To Haves

Working knowledge of laboratory workflow, workload demands and system needs in a POL laboratory

Responsibilities

Partner with our distributors and hospital market Beckman Coulter Dx team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive) to position Beckman Coulter products with customer’s needs
Promote install base revenue growth via margin and test menu expansion
Involve product experts in the development of account strategy, and throughout the sales process
Utilize key influencers for developing and closing sales through distribution in physician offices, regional reference, student health centers, urgent care and community and public health laboratories
Develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale
Own and manage the preparation & execution of business reviews, account plans, regional meetings and product shows
Effectively link Beckman Coulter’s solutions to the customers’ technical, financial and business needs
Implement the sales plan designed to achieve established sales and financial goals
Responsible for contracting and pricing strategy for territory Physician’s Office Laboratory customers