Danaher Corporation Principal, Performance Partnership (Enterprise Business Development) in Baltimore, Maryland
We’re recruiting for a Principal, Performance Partnership.
This a field-based role that can be located anywhere in the continental U.S.
Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.
At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.
Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.
As a Principal, you will be responsible for leading strategies to win new business for Beckman Coulter by selling outcomes-based partnership models.
Ideal candidate has executive presence and the expertise to own C-level client relationships, identify desired business outcomes, write partnership agreements and gain implementation commitment.
You will have successful experience with and are comfortable at the C-suite level using the right tools to manage value stream business change.
This role reports to the Sr Director, Performance Partnership.
In this role, you will have the opportunity to:
Work directly with senior hospital executives to define linkages between strategic objectives and process improvements, using both analytical tools and consulting techniques.
Work alongside Integrated Delivery Network (IDN) Sales Managers to identify and contact potential C-suite clients for new business engagements. Co-develop business proposals with IDN Sales Managers. Negotiate project terms and conditions with clients as needed. Provide support in developing functional and technical specifications.
Contribute to development of Beckman’s new Danaher Business System (DBS) assessment tool and front end offering.
Support Sr Director of Performance Partnership (PP) and VP of Lab Network Solutions in efforts to explore and partner with external third party organizations in order to build future offerings and capabilities.
Lead assessment effort in conjunction with Enterprise Discovery Consultants and Sr. Consultants. Deals with C-suite to clearly understand its needs and opportunities for innovation.
Provides appropriate solutions to customer challenges. A major contributor to executive VIP presentations with executive clients.
Lead development of customer Statement of Work (SOW) documents with the assistance of Enterprise Discovery Solutions Consultants and Sr. Consultants. Conduct meetings with hospital executives to resolve project scope, budget, and timelines.
Provides direction and transition of contracts and relationships to the Enterprise Delivery team (post-sale). Acts as a liaison between the C-Suite and the Enterprise Delivery team through the life of the agreement. Builds strong relationships with existing clients. Reviews opportunities to grow business throughout the Danaher Dx portfolio and possibly other Danaher divisions.
Create a bench for new opportunities via referrals, and networking at industry seminars.
The essential requirements of the job include:
BS or BA Degree from an accredited institution. Degree in Business or healthcare administration desirable. MBA strongly preferred.
15+ years track record of commercial experience with demonstrated success in sales or consulting.
Keen understanding of financial issues and impacts that affect large organizations.
Polished demeanor with strong executive presence coupled with strong business insights and knowledge
Ability to analyze client commercial capabilities, identify root cause and growth tool opportunities; has the skills necessary to be seen as credible by peers and greater sales organization.
Ability to accurately assess key business metrics and situations from a “general manager’s” point of view; effective at structured problem solving and critical thinking
Ability to work with functions in the implementation of the DBS roadmap and implement key growth initiatives; successfully leads change, handles conflict / ambiguity
Proficient in MS Applications; Word, Excel, PowerPoint, and Outlook
Willingness to travel 50-75% with the potential for future international travel
It would be a plus if you also possess previous experience in:
Can consult across large complex business systems and value streams regarding improvement plans focused on cost reduction and cost avoidance Key Performance Indicators at the C-Suite level
Superior skills in communications, training / adult learning, consulting / influencing; partnership across regions and cultures
Strong analytical skills and business acumen (i.e., knowledge of healthcare service lines, profit and loss centers, balance sheets, capital/operational planning).
Lean certification or lean consulting experience in Health Care a plus. Laboratory redesign experience a plus.
Knowledge of fundamental DBS or continuous improvement tools such as 5S, Standard Work, Problem Solving, Voice of Customer (VOC) and Daily Management
Background or knowledge of hospital finance.
5+ years of successful team or organizational leadership
Experience crafting financial reports, scorecards, or dashboards
Global experience a plus
At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.
When you join us, you’ll also be joining Danaher’s global organization, where 80,000 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 (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.
Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable law.
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 (https://www.dol.gov/agencies/ofccp/posters) .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 firstname.lastname@example.org to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.