Danaher Corporation Regional Sales Manager in Baltimore, Maryland
We are looking for a dynamic Regional Sales Manager (RSM) who will lead a team of cross disciplined sales executives. You will be responsible for coaching your sales teams to increase sales revenue through market penetration and promotion of Beckman Coulter Diagnostics portfolio of products.
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 our new RSM, your goal will be to lead sales teams through long sales campaigns with hospitals and laboratories within your defined region. You will also be instrumental contributing to larger strategic opportunities including corporate, government, national and IDN account opportunities in partnership with sales executives and managers leading those campaigns.
In this role, you will have the opportunity to:
Owns core growth for sales region including establishing regional strategy, communicating plan and driving accountability of team. Countermeasures gaps.
Implements a personal business plan designed to achieve established annual sales and financial goals.
Develops and maintains high impact relationships with key customers in region to protect and grow business.
Makes productive use of internal Beckman resources’ expertise to assist team toward region financial YOY growth (i.e. Service Partners, Marketing, Finance, Sales Ops etc.)
Accurately forecasts sales for region. Owns presentation of dashboard metrics on weekly pod calls. Drives adoption of SFDC as a vital tool to manage business.
Partners with IDN Leader and Participates in IDN Account Plan creation and development and drives accountability with team to execute on strategy.
Owns Growth War Room presentation and implements countermeasures for “red” metrics. Provides post War Room feedback to the region.
Lead team and ensure sales standard work is followed within pods, including driving adoption and use of account plans, business reviews, SFDC updates and accuracy
Act as Advisor/Coach/Consultant and empowers team to create/drive/own account strategy. Has accountability to action plans and removes obstacles preventing account management success.
Provides consulting/coaching on pricing strategy. Approves proposal with margin acceptability, deal structure.
Select, coach, train and develop sales representatives in building a strong, progressive, and motivated work team as well as providing team leadership
Fosters a team that strives for high engagement. Uses the engagement scores to develop a plan that targets increased engagement among the team and organization.
Ensures that each direct report has a strong mentor, assigned with a regular cadence, and is working on developing skills in line with each rep’s development goals.
Field travel averages 3 days/week to coach sales associates on sales process and account management.
Participates in all region-based symposiums and is identified by the customers as the sales leader.
Successful Candidates will have:
Strong competitive spirit and results orientation and relentless customer focus.
High potential sales performer with a solid track record of career progression and runway to develop further with a history of driving for results; demonstrated track record of sales growth, customer experience and market share growth.
Relentlessly attracts, engages and develops people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial organization.
Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; can influence strongly cross functionally within the organization and at customer sites, gaining buy-in and engagement.
Excellent process orientation with a proven track record of leading sustainable change and continuous improvement.
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.
9+ years of complex clinical sales experience, selling into the hospital or acute care space (strong preference towards the diagnostics space)
Minimum 3 years’ experience leading team is strongly preferred
BS/BA degree required, MBA degree preferred
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 is committed to a diverse and inclusive culture where everyone feels they belong and all voices are heard. We believe in our associates and the unique perspectives they bring to every challenge, which is why we’ll empower you to push the boundaries of what’s possible.
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 (https://www.danaher.com/how-we-work/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 (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.