Senior Product Sales Executive, CCIA

Danaher Corporation•Portsmouth, VA

1d•$170,000 - $190,000•Remote

About The Position

The Senior Product Sales Executive (Chem/IA) drives strategic growth, expands market share, and advances Beckman Coulter Diagnostics’ position in the clinical chemistry and immunoassay market. The role calls for expertise in laboratory operations, financial drivers, and healthcare economics, and the ability to develop and execute complex account strategies across diverse health system environments. The executive leads Chem/IA growth strategies in assigned accounts, identifying opportunities for consolidation, competitive displacement, and long-term expansion. The position reports to the Regional Sales Manager. Candidates must reside in the territory covering Virginia. It is eligible for remote work from home, with travel 50%–75% of the time and in-person customer-facing meetings 75% of the time. The base salary range is $100,000–$120,000. The role is also eligible for Sales Incentive Compensation; total target compensation at plan is $170,000–$190,000 annually. Actual incentive earnings may vary with sales performance. Benefits include paid time off, medical, dental, and vision insurance, and a 401(k), for eligible employees.

Requirements

Bachelor’s degree with 5 or more years of experience, or a master’s degree with 3 or more years of experience.
Extensive diagnostics sales experience and deep understanding of laboratory environments, market landscapes, and the integration of CIT and Automation solutions into Chem/IA discussions.
Proven ability to create and execute financial strategies, align pricing with customer and company goals, and use creative deal structuring to drive growth.
Skill in driving complex, multidisciplinary strategies, including consolidation and displacement, and collaborating cross-functionally to deliver solutions.
Proficiency in Salesforce for managing sales cycles, maintaining forecast accuracy, and developing strategies to influence key decision-makers.
Strong executive presence and advanced communication, presentation, and interpersonal skills, with the ability to build long-term relationships and demonstrate financial value to stakeholders.
Valid driver’s license with an acceptable driving record.
Ability to travel 50%–75% of the time and attend in-person customer-facing meetings 75% of the time.

Nice To Haves

Five or more years of diagnostics sales experience with a deep understanding of laboratory environments and market dynamics.
Demonstrated ability to align solutions with customer financial and operational priorities, including healthcare economics.
Experience navigating complex, long-term capital equipment sales cycles and competitive displacement strategies.
Experience leading account planning and delivering executive-level customer engagements and business reviews.

Responsibilities

Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, competitive displacement, pipeline accuracy, forecasting, and opportunity execution to advance and close complex deals.
Lead “Day in the Lab” engagements to identify operational inefficiencies and position integrated solutions using workflow analysis, capacity modeling, and reagent mapping.
Develop and structure financial strategies aligned with customer objectives and Beckman Coulter goals, including value-based selling and complex deal structuring.
Orchestrate cross-functional teams, including CIT, LASM, Microbiology, and Hematology, to develop and execute multidisciplinary strategies for must-win opportunities.
Build and deepen relationships with executive and clinical stakeholders to influence decisions and deliver long-term customer value.