Senior Key Channel Executive

Role Overview

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.

As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year.

From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.

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 as well as strategically position our products through tactical sales techniques to put Beckman Coulter in a position to win.

This position is part of North America Commercial Operations and will be fully remote in field with 60% travel. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

• Partner with distributors and the hospital market Beckman Coulter Dx team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive.)
• 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 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.
• Previous experience in laboratory workflow, workload demands and system needs in a POL laboratory.

The salary range for this role is…