Senior Key Channel Executive

Senior Key Channel Executive – Beckman Coulter Diagnostics

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. By harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.

The Senior Key Channel Executive for Beckman Coulter Diagnostics is responsible for owning and developing an account strategy in coordination with our distribution partners in the non‑acute market. You will uphold current knowledge of the customers’ business, financial and technical needs and strategically position our products through tactical sales techniques to secure a winning position for Beckman Coulter.

This position is part of North America Commercial Operations and will be fully remote in field, covering the upper Midwest (Michigan and parts of Ohio and Western Pennsylvania), with 60% travel. You will be part of the Distribution team and responsible for owning, maintaining, and fostering distributor and account relationships at all levels, leveraging cross‑discipline subject matter experts to provide a total solution based on the customer’s needs.

You will drive core growth by footprint expansion through retaining base business and adding competitive disciplines and test menu.

• Partner with distributors and the hospital market team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive) to position Beckman Coulter products with customer needs; promote install base revenue growth via margin and test menu expansion; involve product experts in account strategy and throughout the sales process.
• Utilize key influencers for developing and closing sales through distribution in physician offices, regional reference, student health centers, urgent care and community/public health laboratories.
• Through solid market and competitor knowledge, develop and execute creative strategies to influence decision criteria and utilize winning tactics to close the sale; own and manage the preparation and execution of business reviews, account plans, regional meetings and product shows.
• Effectively link Beckman Coulter’s solutions to the customers’ technical, financial and business needs.
• Implement the sales plan designed to achieve established sales and financial goals; responsible for contracting and pricing strategy for territory Physician’s Office Laboratory customers.

• Bachelor’s degree preferred in science or business with 5 years of sales experience, preferably within distribution, hospital or laboratory setting.
• Strong relationship building skills with distributor sales and management partners to effectively collaborate and coordinate resources.
• Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics; proactive approach examining, diagnosing and prescribing strategic business solutions to meet objectives.
• Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and articulate clearly, concisely and accurately throughout.
• Highly organized, with strong and disciplined program and sales management skills; manages distributor partners, works diligently within the sales cycle activities, prepares for and delivers business reviews effectively (with distributors, customers and internally); excellent time and territory management habits.

• Working knowledge of laboratory workflow, workload demands and system needs in a POL laboratory.

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.…