Danaher Corporation Regional Sales Manager (Houston) in Houston, Texas
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.
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.
Wondering what’s within Beckman Coulter? Take a closer look.
Join a team where you can be heard, be supported, and always be yourself. At Beckman Coulter, a Danaher company, we’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates.
Our work helps improve millions of lives. We hope you’ll see yourself here, too!
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)
Previous experience leading team strongly preferred
BS/BA degree required, MBA degree preferred
Beckman Coulter, a Danaher company, 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.
At Beckman Coulter, we’re driven by a sense of wonder for what we can create—and what we can become. Here, you’ll accelerate your career while driving innovation that improves lives. You’ll work hard and try new things, with guidance from committed leaders, powerful DBS tools Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) , and the support of a global organization. As part of the Danaher family of 67,000 associates across the globe, your possibilities for growth and development are unparalleled.
We believe that creativity and innovation thrive when the most diverse set of voices are heard, and that’s why we’re taking concrete steps to ensure that we’re fostering an inclusive and engaging workplace for our team. If you’d like to learn more, read stories from our associates on our Careers Blog (https://jobs.danaher.com/global/en/blog) or contact one of our recruiters.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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 (http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf) .