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Danaher Corporation Government Account Manager (East Coast) in Miami, Florida

Beckman Coulter Diagnostics, a Danaher Company, is recruiting for Government Accounts Manager (East Coast).

As our new Government Accounts Manager (GAM), you will develop relationships necessary to protect and grow existing federal US government business and to lead new business government network campaigns from high level leaders at the Veterans Administration, Department of Defense, Indian Health Services, NIH and all other federal government accounts in the United States.

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 issues.

You will lead the sale (from a sales management position) of Beckman Coulter’s entire portfolio of products and to sell Beckman Coulter Value in all instances. You will become an expert in government accounts knowledge with respect to the Federal Acquisition Regulations (FAR), including contracting procedures and regulations. You will need to understand and support Beckman Coulter federal supply schedules (FSS) and government services agreements (GSA) and all proposal processes as well as be experts in articulating differentiators necessary to command the greatest economic benefit.

You will be responsible for government sales management support of all federal government accounts, primarily in the US east coast geography. Strategic sales coaching and training of sales associates about Beckman Coulter and federal government processes and procedures is required. Collaborating with and supporting regional managers and area directors are core requirements while at the same time communicating with Sr. Beckman Coulter leadership at all times. Data Base management and knowledge of Sales Force.COM to properly manage sales opportunities is required.

In this role, you will have the opportunity to:

  • From a sales management level, maintain and grow existing and new Veterans Administration, Department of Defense and all federal government account contracts.

  • Establish time lines and lead sales campaign activities for both existing base and competitive VA Standardized Network Accounts.

  • Consult with and coach sales team members for all standalone (non- network) government accounts about processes and procedures.

  • Complete sales management responsibilities for all Beckman Coulter diagnostic products and services, as well as supporting the positioning of Life Science and Danaher operating company products and services.

  • The GAM is the Healthcare System Executive (HSE) Manager and strategist in the VA standardized network sales, bringing in Territory Sales Executives, Product Sales Executives, Clinical IT and Lab Automation Sales Managers, etc. as “special units” for need against that strategy which is developed in collaboration with special units.

  • Leads VISN Summit sessions, as necessary, using player profiles, sales account plans, and vulnerability analysis tools to develop more predictable outcomes.

  • Participates in activities necessary to differentiate BCI products and services at higher level leadership for federal government, including attending national trade shows.

  • GAM’s are key relationship builders with all government accounts (typically VA VISN Leaders and National Department of Defense leaders) and internal all Beckman Coulter associates. The customer facing relationships include; pathology, laboratory leadership, lab operators/technologists and contracting personnel.

  • Reach out to external sources to support business activities as needed.

  • Maintain and keep current an account plan for the each VISN and DoD facility with a connected automation opportunity within their area of responsibility; this requirement also includes any non-standardized or stand-alone VA connected automation opportunity

  • Weekly or more frequent communication with other government and national account team members

  • Participates in leadership meetings (Growth War Room) to support government account business activities

The essential requirements of the job include:

  • Bachelor’s degree required

  • 9+ years work experience with at least 5 years of capital equipment sales

Preferred Qualifications:

  • Government contract administration negotiation experience



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 require all US and Puerto Rico employees to be fully vaccinated against COVID–19 as a condition of employment, subject to reasonable accommodation as required by 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 applyassistance@danaher.com to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.