Senior Key Account Manager
About The Position
As the Senior Key Account Manager (KAM), you will be responsible for selling Beckman Coulter Diagnostics solutions and managing the entire portfolio within strategic customer accounts in the West Texas and Southern New Mexico. Your focus will be on retaining and growing relationships, penetrating existing accounts, and acquiring new customers. You will drive profitable revenue by developing and delivering solutions that enhance customer outcomes while benefiting Beckman Coulter Diagnostics. You will collaborate with internal teams—such as Health Systems Executives, Sales Specialists, Service, Finance, Client Services, and Marketing—to ensure growth at Key Accounts. You will thoroughly understand your accounts' business environment, including their goals, strategies, and competitive landscape. You will also stay informed about industry trends and market changes that may impact your customers. As a KAM, you will lead and positively influence cross-functional teams and serve as a mentor. In this role, you will have the opportunity to: Develop and maintain strong relationships with C-suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems. Act as a trusted advisor, leveraging relationships to drive year-over-year growth, protect the base business, and influence decision-makers at both corporate and local levels. Analyze key financial performance indicators for assigned accounts and understand how Beckman Coulter Diagnostics solutions can impact their financial objectives. Collaborate with the Health Systems Executive to align with the customer's operating model, business challenges, and growth strategy. Lead the internal selling team to develop and execute a multi-year strategic account plan, using influence and persuasion to align short-term tactics with the account-specific value proposition for overall growth. Collaborate with the service organization to ensure successful installation, go-live, and post-install maintenance. Monitor account activities, provide a high-level overview, and escalate issues to leadership when necessary to ensure consistent, high-quality service. Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan. Maintain an accurate sales funnel, and deliver regular business reviews to customer business leaders.
Requirements
- Bachelor’s degree
- Five years of Diagnostics Sales Experience
- Travel 50%-75% of the time
Nice To Haves
- Understand the business and financial goals of your customers and develop a strategic plan positioning Beckman Coulter Diagnostics as their partner of choice, with a focus on hospital operating financials and healthcare economics.
- Collaborate with local sales teams to provide informal leadership, ensuring alignment with overall account strategy and accountability in day-to-day tactics, especially in long-term capital equipment sales processes.
- Lead weekly and monthly account planning, actively engage in the sales cycle, and deliver executive-level business reviews to both customers and internal stakeholders.
Responsibilities
- Develop and maintain strong relationships with C-suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems.
- Act as a trusted advisor, leveraging relationships to drive year-over-year growth, protect the base business, and influence decision-makers at both corporate and local levels.
- Analyze key financial performance indicators for assigned accounts and understand how Beckman Coulter Diagnostics solutions can impact their financial objectives.
- Collaborate with the Health Systems Executive to align with the customer's operating model, business challenges, and growth strategy.
- Lead the internal selling team to develop and execute a multi-year strategic account plan, using influence and persuasion to align short-term tactics with the account-specific value proposition for overall growth.
- Collaborate with the service organization to ensure successful installation, go-live, and post-install maintenance.
- Monitor account activities, provide a high-level overview, and escalate issues to leadership when necessary to ensure consistent, high-quality service.
- Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan.
- Maintain an accurate sales funnel, and deliver regular business reviews to customer business leaders.
Benefits
- 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
Mid Level
Number of Employees
5,001-10,000 employees
