Solutions Architect, Pathology Imaging, Healthcare

Danaher Philadelphia , PA 19107

Posted 2 months ago

At Leica Biosystems our mission of "Advancing Cancer Diagnostics, Improving Lives" is at the heart of what we do. We're a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.

Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you're helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, distributed team of hard-working people, and be inspired to grow every day!

We are looking for Solutions Architect, Pathology Imaging to help us develop and implement a successful sales strategy for rapid revenue growth and market share expansion in territory. By understanding the client and the client goals for digital pathology, this position has presales conversations with multiple call points that could include scientific leaders such as Department Heads, Scientist, Chief of Pathology/Medical Director, Laboratory Administrative Director, and/or IT/Networking/LIS leaders such as Chief Information Officer.

You will use your know-how to call on senior management and conduct multi-departmental site evaluations and work collaboratively with sales counterparts to achieve Leica Biosystems sales targets. Targeted customers for the life science position will include Academic Medical Centers, Pharmaceutical, Bio Pharma, Biotech companies, Government and Veterinary Labs.

Once the sale is secured, the Solutions Architect works with the customer (scientific and IT leaders) and Leica internal partners to implement a swift action plan from PO to implementation. This includes coordinating both client and internal resources, training the customer, and creating appropriate follow-up plans to help the customer achieve their goals.

All the responsibilities we will trust you with:

  • Achieve monthly, quarterly, and annual product sales goals set for the territory

  • Deliver product demonstrations for clients at the correct sales stage in SFDC, maintaining a closed/won success rate of >60%

  • Clearly communicate sophisticated and technical product information as well as technical IT and networking information to a variety of customer partners

  • Serve as technical authority for digital pathology hardware (Brightfield scanners) and software product line (ESM)

  • Maintain current knowledge of competition and market through study of competitive marketing information, literature, and field surveillance

  • Maintain accurate and timely prospect and customer data in SFDC

  • Achieve high levels of customer satisfaction through delivery of sales and support assistance

  • Coordinate sales activities within national, multi-site, laboratory accounts to ensure the proper handling of customer requirements and completing Solution Design Guide (SDG) with the key partners to facilitate fast implementation of client orders.

  • Using SDG outline, increase client readiness by ensuring we have all required information, and client IT contacts to drive implementation of scanners to <45 days="" from="" receipt="" of="" purchase="">

  • Perform initial client scanner and software training within 2 weeks of receipt of scanner and provides retraining as needed

  • Perform customer workflow evaluation and creates plans to help customer achieve their digital pathology goals

  • Complete client IT security documents and RFP's, using appropriate internal resources to gather information when needed.

  • Coordinate internal resources such as customer service and I&I to deliver GT450 according to standard work

  • Ability for overnight travel (estimated at 50-60%) for customer appointments, trade shows and customer meetings. Customer call activity will be a balance of existing customers and prospecting for new opportunities in the assigned geography

Your areas of knowledge and expertise that matters most:

  • Degree in Life Sciences or Master's Degree in Business/MBA

  • Diagnostics, Life Science and/or Pathology experience preferred

  • Prior capital sales experience

  • Experience with Salesforce or other CRM

  • Understanding of sophisticated IT networks within health care settings

  • Business/financial management comprehension preferred

  • Excellent selling and presentation skills, relationship building, sales closing, and account management

  • Ability to analyze situations, solve practical problems and resolve a variety of variables in situations where only limited standardization exists

  • Capacity for critical thinking, planning, and tactical implementation

  • Consistent track record of closing bundled systems sales

  • Self-motivated and high-reaching problem solver with the ability to lead without authority

#LI-SH1

#LI-REMOTE

When you join us, you'll also be joining Danaher's global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

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. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.

If you've ever wondered what's within you, there's no better time to find out.

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