Senior Key Account Manager

Senior Key Account Manager – Upstate NY Territory

As the Senior Key Account Manager (KAM), you will lead strategic customer relationships across a defined portfolio, driving long‑term growth and delivering value for both the customer and Beckman Coulter Diagnostics. You will focus on retaining and expanding business within existing accounts while also identifying, cultivating, and securing new customer opportunities within your territory.

• 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 elevate 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.

• Bachelor’s degree with 5 + years’ experience or master’s degree with 3 + years’ experience.

• Travel 50 %–75 % of the time; in‑person customer‑facing meetings 75 % of the time.

• 3 + years of Diagnostics Sales Experience.
• Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics.
• Experience working collaboratively with local sales teams to support account execution and navigate long‑term capital equipment sales cycles.
• Background in leading or participating in account planning sessions and contributing to executive‑level business reviews with both customers and internal stakeholders.

The base salary range for this role is $100,000 – $120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $180,000 – $200,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance.

We offer a comprehensive benefits package including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees.

Beckman Coulter Diagnostics offers flexible, remote working arrangements for eligible roles. This position is eligible for a remote work arrangement from your home. Additional information about this remote work arrangement will be provided by your interview team.

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. The U.S. EEO posters are available here.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact: 1‑202‑419‑7762 or