Job Description: Job ID: BEC012654
Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples' lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
The Chemistry/Immunoassay Product Sales Executive (Chem/IA PSE) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The Chem/IA PSE will be responsible for positioning chemistry and immunoassay solutions into hospitals and reference laboratories by anticipating the needs of those customers and executing on a sales strategy to become the technical vendor of choice.
Leveraging their experience in laboratory workflow, Beckman's historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the Chem/IA PSE will competitively position our products through strategic sales techniques that put Beckman Coulter in a position to win. Through active funnel management, the incumbent will successfully implement a sales plan designed to achieve established sales and financial goals.
Essential Functions of this role are to:
Serve as Subject Matter Expert with a product discipline (Chemistry and Immunoassay)
Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale.
Effectively link Beckman Coulter's Chem/IA solutions to the customers' technical, financial and business needs.
Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.
Implement the sales plan designed to achieve established sales and financial goals
Manage a long term sales cycle (often years to develop) with many different customer decision makers
Follow through quickly and thoroughly on agreed upon actions with customer to advance the sale
Predominantly call on customers who are in the active sales cycle
Bachelor's degree preferably in science field with 2+ years' capital sales experience in hospital or laboratory setting
Working knowledge of laboratory workflow, workload demands, and Chem/IA system needs in a hospital laboratory
Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout.
Is able to effectively overcome customer objections and turn them into a competitive win
Working experience of performing live instrument demonstrations
Highly motivated and success driven within a team environment
Excellent time and territory management habits
Working experience with personal computer, e-mail, and Microsoft Office programs
Working experience working with distribution channels
Must be willing to travel 50% up through 75%
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The work environment may consist of an indoor in medical laboratories in a hospital or reference laboratory setting, work or home office environment with good ventilation, adequate lighting and low noise levels and/or subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, bio hazards, oils, extreme temperatures and work space restrictions while working in the field. Employees may be required to wear proper Personal Protective Equipment (PPE) while working in the field which may include: eye and hearing protection, protective smock, steel toe shoes, gloves, hard hats, or face shields.
The work environment for this position is field sales based with home office.
The field sales activity will take this individual into customers' locations and moderate physical activity (e.g. lifting/carrying of materials) occurs.
Overnight travel is required, amount is predicated on home office location and territory activity.
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.