Wondering what’s within Beckman Coulter Diagnostics? Take a closer look. At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful. Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges. The Key Account Manager (KAM) for Beckman Coulter Diagnostics is responsible for selling Beckman Coulter Diagnostics solutions and managing the entire portfolio within strategic customer accounts. 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. This position is part of the North America Commercial Organization and will be fully remote in the territory which includes Scranton and the Lehigh Valley area, with 50%-75% travel. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time. You will be a part of the East Area team and responsible for collaborating 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. If you thrive in a collaborative, multifunctional, customer-centric role and want to work to build a world-class sales organization—read on. 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.
Guide 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.
The essential requirements of the job include:
Bachelor’s degree with 2+ years of experience
2 years of Diagnostics Sales Experience
Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time.
It would be a plus if you also possess previous experience in:
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.
At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide. Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. For more information, visit www.danaher.com . Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.