Key Channel Executive

Beckman Coulter Diagnostics, one of Danaher’s operating companies, is seeking a Senior Key Channel Executive to own and develop an account strategy in coordination with distribution partners in the non-acute market for the upper Houston, San Antonio and South Texas region.

• Partner with our distributors and hospital market Beckman Coulter Dx team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive) to position Beckman Coulter products with customer’s needs; promote install base revenue growth via margin and test menu expansion; involve product experts in the development of 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 and public health laboratories.
• Through solid market and competitor knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; own and manage the preparation & 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 required preferably in science or business with 5 years’ 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 be able to 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.

• Ability to travel – 60% travel, overnights.
• Must have a valid driver’s license with an acceptable driving record.
• Working knowledge of laboratory workflow, workload demands and system needs in a POL laboratory.

The salary range for this role is $105,000 - $120,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

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

Note:

No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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