Senior Product Sales Executive - CCIA
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 Senior Product Sales Executive for Chemistry/Immunoassay (Chem/IA) Solutions is responsible for driving strategic growth, expanding market share, and strengthening Beckman Coulter's positioning within the diagnostics industry. This role requires a deep understanding of the laboratory environment, financial acumen, strategic analysis, and the ability to develop and execute complex, multi-disciplinary strategies that align with both short- and long-term business objectives. This position is part of the North American Commercial organization and is remote in the Alabama territory, with field travel 50-75% of the time, at least 3 days a week. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time. If you thrive in a fast-paced and multifunctional role and want to work to build a world-class sales organization, read on!
Requirements
- A bachelor’s degree from an accredited four-year college or university with 5+ years of experience.
- Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions.
- Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth.
- Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions.
- Proficient in Salesforce for managing sales cycles, forecasting accuracy, and developing strategies to influence key decision-makers across various roles.
- Strong executive presence with advanced communication, presentation, and interpersonal skills, capable of building long-term relationships and demonstrating financial value to stakeholders.
Responsibilities
- Develop and execute strategic account management plans by understanding KPIs, identifying limitations, and proactively engaging with accounts to prevent contract expirations.
- Drive growth by exploring underserved areas, consolidating analyzers, and leveraging market insights to capitalize on emerging technologies and opportunities.
- Conduct comprehensive 'Day in the Lab' sessions to identify operational inefficiencies, assess analyzer consolidation, and evaluate CIT and Automation solutions.
- Continuously analyze competitor strengths and weaknesses, leveraging differentiators through workflow analyses, capacity modeling, and reagent mapping to demonstrate strategic advantages
- Develop tailored financial strategies that align with prospects' financial positions and Beckman Coulter's goals, ensuring strong margins and optimizing incentive compensation plans.
- Employ long-term strategic thinking and creative deal structuring, while demonstrating value-based selling by quantifying the financial benefits of new technology adoption and assay consolidation
- Oversee multi-disciplinary strategies for must-win opportunities by updating Quip plans and collaborating with CIT, LASM, and other stakeholders to integrate CIT and Automation solutions into Chem/IA discussions.
- Strategically involve Microbiology, Hematology, and other key areas to enhance the overall solution offering
- Maintain precise management of transactional timelines, staging accuracy, and win probabilities in Salesforce, while leading customer discussions to position Beckman Coulter’s solutions and employ creative contract strategies.
- Build and sustain relationships with key stakeholders, including lab staff, quality management, supply chain leaders, and medical directors, to drive long-term success
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
