Lab Automation Sales Manager
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 Workflow & IT Solutions Sales Manager (LASM) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The LASM will be responsible for positioning Beckman Coulter's Automation and Informatics portfolio into hospitals and reference laboratories by anticipating the needs of those customers and executing on a sales strategy to become the technical vendor of choice. The candidate will work with a team of sales professionals in retention of current customers and securing new business and identifying opportunities for Automation and Informatics products in the clinical laboratory and be the subject matter expert on competitive products, financial tactics and strategic positioning. Leveraging their experience in laboratory workflow, Beckman's historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the LASM will competitively position our products through strategic sales techniques that put Beckman Coulter in a position to win. Through active funnel management, the incumbent will successfully implement a sales plan designed to achieve established sales and financial goals. This position will carry primary responsibility for all Automation and Informatics sales in the complex or IDN market segment, customer quotes and proposals and will guide the development and execution of strategic account plans to ensure achievement of assigned business goals. This candidate will work collaboratively with the sales team in the review and update of account plan based on changing market, customer conditions and competitive activity. In this role, you will have the opportunity to: Serve as Subject Matter Expert with a product discipline (WITs); will own sales activities related to automation and informatics in the complex and IDN market segment over long sales cycles, including forecasting, opportunity management, quotations/proposals, customer presentations and engagements, and sales planning and campaign strategy, Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for Automation and process improvement. Owns Automation and workflow tactics as part of the strategy. Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy. Evaluate customer workflow and determine customer configuration to process data, scheduling of process consulting, drawing sign off and CSW compilation; partners with Automation Specialists and IT TPS teams on appropriate architecture and design of automation and Informatics solutions to meet customer's needs; Serves as continuous improvement expert internally; share their knowledge and experience to relevant teams on how to make all elements of people, process, product better for customers Prepares customer for a successful implementation by identifying potential "show stoppers" during the sales process to find mutually agreeable solutions.⯠Develops appropriate solution documentation to support successful handoff to implementation team
Requirements
- BS/BA in engineering, science, operations or related discipline, with advanced degree in business preferred with 9+ years of experience in capital equipment sales in hospital or laboratory setting
- Working knowledge of laboratory workflow and workload demands in a hospital laboratory
- Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
- Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout; ability to effectively overcome customer objections and turn them into a competitive win
- Highly motivated and success driven within a team environment; proven success working in a team selling environment; excellent time and territory management habits
- Must have a valid driver's license with an acceptable driving record
Nice To Haves
- CPI and Lean certified preferred
Responsibilities
- Serve as Subject Matter Expert with a product discipline (WITs); will own sales activities related to automation and informatics in the complex and IDN market segment over long sales cycles, including forecasting, opportunity management, quotations/proposals, customer presentations and engagements, and sales planning and campaign strategy
- Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for Automation and process improvement. Owns Automation and workflow tactics as part of the strategy.
- Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.
- Evaluate customer workflow and determine customer configuration to process data, scheduling of process consulting, drawing sign off and CSW compilation; partners with Automation Specialists and IT TPS teams on appropriate architecture and design of automation and Informatics solutions to meet customer's needs; Serves as continuous improvement expert internally; share their knowledge and experience to relevant teams on how to make all elements of people, process, product better for customers
- Prepares customer for a successful implementation by identifying potential "show stoppers" during the sales process to find mutually agreeable solutions.⯠Develops appropriate solution documentation to support successful handoff to implementation team
Benefits
- 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.
- We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Industry
Professional, Scientific, and Technical Services
Number of Employees
5,001-10,000 employees
