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Beckman Coulter Diagnostics is searching for our next Sr. Sales Leader whose primary focus will be to lead a team of Heath System Executives and focus them on developing a commercial partnership strategy between the largest Health Networks and Beckman Coulter.
As the Sr. Director, Health System Executives, you will be responsible for driving your team's ability to deliver on their financial and business targets. To do this you will empower your team to create, drive and own their assigned accounts over arching strategy and hold them accountable on successful execution. You will coach and guide on account strategy development, healthcare economics, financial/deal structure and market intelligence. By partnering closely with the Sr. Area Sales Director, you will align Health System and Regional teams on business and customer goals to drive a solution-based partnership approach with our largest customers.
In this role you will:
Build a strategic YOY growth plan which incorporates key value drivers and shows achievement of overall business and financial goals for assigned team.
Own yearly Growth Bridge, utilizing DBS tools and skills, updates and implements countermeasures as needed to ensure yearly targets are realized.
Know and develop relationships with top 10 accounts by partnering with Health System Executive and key internal stakeholders to help drive strategy and tactics to set Beckman Coulter up as partner of choice.
Provide strategic coaching and guidance to team while pressure testing strategy to identify gaps. Empowers team to create/drive/own account strategy. Removes obstacles for successful execution of strategy.
Drive accountability with funnel management process and standard work; implement countermeasures as needed to improve.
Partner and collaborate with internal stakeholders to provide market intelligence and customer insights to enable more targeted program development.
Review and approve Account Strategy, RFPs, Financials, Master Agreements and Amendments, provide coaching and guidance along the entire sales process.
Attract, develop and retain top talent by providing coaching and development opportunities to associates for future growth within the organization.
Set strategic goals and objectives for associates to achieve throughout the year and hold people accountable as well as provide timely feedback to realize those goals. Performance manage if needed.
Collaborate with Sales Operations team to define account assignments, provide input on IC plan design and Quota setting and Health Network Executive continued learning and education.
To be successful you should have:
Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build long lasting relationships and establish significant credibility, trust and support within all levels of the organization (i.e. Customers, peers, subordinates and senior management) as well as developing strong followership within the commercial organization.
Healthcare Business Acumen with strong negotiation and commercial skills; can support team and work at the highest levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. Can influence strongly at customer sites, gaining trust, buy-in and engagement - ultimately leading to customer loyalty
Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to his/her team, develop action plans and bring to a successful conclusion.
Excellent strategic thinking; able to help customers articulate their strategies, create value and profitable solutions to meet their strategic, financial and operational needs
Can effectively manage large campaigns with multiple sites, product lines, and varying degrees of complexity with a strong disciplined sales and customer centric approach. Can build teams together towards this common goal with full engagement of the team.
Able to lead multiple high stakes conversations at one time, broader perspective beyond the sale and long-term impacts of the sale
Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.
Demonstrated track record of driving sales growth, customer experience and market share growth.
Solid understanding and knowledge of the value chain of all the business opportunities
If the job excites you and you have the qualifications described below click the apply button below!
About Beckman Coulter
At Beckman Coulter, we are dedicated to advancing and optimizing the laboratory. For more than 80 years, we have been a trusted partner for laboratory professionals, helping to advance scientific research and patient care. We do challenging work on a global scale, and are invested in growing our associates' careers. We embrace continuous improvement and are passionate about moving science and healthcare forward.
We have a vital role at Beckman Coulter: our focus on innovation, reliability and efficiency has led us to become the partner of choice for clinical, research and industrial customers all over the world. Beckman Coulter is a Danaher company, operating in two industries: Diagnostics and Life Sciences.
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, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page-Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
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 hardworking people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and bring value for customers and shareholders. Come join our winning team.
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The "EEO is the Law" poster is available here.