Danaher Corporation HSE for Commercial Lab Team in New Brunswick, New Jersey
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.
The new Commercial Lab Health System Executive will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current large diagnostic lab networks in the US and globally. The incumbent will be responsible for developing relationships to protect and grow existing business and to lead new business through strong and creative negotiation strategies. As the National Commercial Lab HSE you will lead Beckman Coulter’s efforts to maintain and expand relationships with large, multi-location lab networks. To do this you will be expected to direct sales campaigns with various field sales representatives, and support teams. You will lead the sale of Beckman Coulter’s value proposition to put Beckman Coulter in a position to win. Through active funnel management, you will successfully implement an account plan designed to achieve established sales and financial goals.
This position is part of the North America Commercial Organization and can be a 100% remote position but required to live near a major airport.
In this role, you will have the opportunity to:
Direct major sales campaigns of the largest lab networks and subgroups of these respective customers, along with various field sales representatives, management and marketing teams. This individual will need to influence, navigate, and negotiate at the CEO/CFO/COO level and must demonstrate a proven track record in strong team project management with account strategy implementation. Presentation skills to paint the corporate vision and professionalism required as well.
Represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by Beckman Coulter.
Focus on the headquarters and key buying locations of assigned accounts, while coordinating closely with field associates assigned to these customers’ other locations.
Participate, guide, and consult with teams on strategy such that the nationally negotiated agreements are effectively utilized.
Utilize strategic account relationships to create opportunity, improve funnel management as well as identify funnel growth opportunities.
Collaborate with and support regional managers and area directors for Commercial Labs’ Managed Hospitals and Joint Ventures while communicating with Sr. Beckman Coulter leadership.
The essential requirements of the job include:
Bachelor’s degree within business or scientific field, MBA preferred
9+ years of experience with at least 5 years of prior selling experience in capital medical sales, preferably selling at the higher levels within a hospital organization.
Ability to travel 70% of the time
It would be a plus if you also possess previous experience in:
Demonstrate the ability to negotiate this complex marketplace, while keeping abreast of changes in the healthcare landscape and understanding and communicating their impact on our business.
Demonstrate a proven track record in strong team project management and account strategy implementation.
Develop/enhance executive level customer relationships; provide effective communication, strategic vision to deliver customer-driven solutions that improve operational efficiencies with solid financial results to BCI.
The successful candidate must also demonstrate strong leadership skills, a high degree of impact and influence, excellent communication and computer skills and a desire and willingness to learn. This role requires leading teams of resources to build collaborative customer partnerships while building consensus with Beckman Coulter and other Danaher operating company executives and personnel nationwide in order to achieve business objectives.
Strong competitive spirit and results orientation and relentless customer focus.
Excellent strategic thinking: able to help customers articulate their strategies, create value and profitable solutions to meet their needs
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 strong relationships and quickly 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 customer’s 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.
Can influence strongly cross-functionally within the organization and at customer sites, gaining buy-in and engagement
Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to h/her team, develop action plans and bring to a successful conclusion.
Ability to cultivate teams quickly.
Ability to work in a globally, this would include working with Country heads, Global customer service, Field service, local teams and distributors.
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.