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Danaher Corporation Product Sales Executive - Clinical Informatics - Northwest Region in Seattle, Washington

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 healthcare issues.

We are looking for a Product Sales Executive who knows how to work with a team-based sales strategy—for both new and existing customers. You will be responsible for positioning Clinical informatics into hospitals and reference laboratories.

As our new PSE, your goal will be to accurately anticipate the needs of customers and execute on a sales strategy to help us become the technical vendor of choice. You will use your experience in laboratory workflow to effectively position our IT solutions in the Clinical IT space.

You will report to the Clinical Informatics Sales Manager who will coach you in using funnel management to design and implement your sales plan; and achieve your sales and financial goals. Leaders at Beckman Coulter focus on the growth and development of our associates, so if you’re looking to grow and take that next step in your career, we invite you to read on.

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!

If you get this job, you will:

  • Serve as Subject Matter Expert with a product discipline (Clinical IT)

  • Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale.

  • Effectively link Beckman Coulter’s Clinical IT solutions to the customers’ technical, financial and business needs.

  • Evaluate customer workflow and determine customer configuration to include IT infrastructure, Visio of IT, Implementation plan.

  • Supports and participates in business reviews of high value customers. Support business reviews by preparing content relative to current state of IT products in the customer account.

  • Evaluate customer security requirements and articulate solution capabilities to meet customer IT Security Concerns

  • Leverages Clinical IT to differentiate the BEC solution. Drives "stickiness" with existing customers by adding CIT products in mid-cycle of customer contracts, as well as win competitive opportunities. Gains significant financial value for IT solution.

  • Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.

  • Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for clinical IT and process improvement. Owns appropriate tactics as part of strategy.

  • Prepares customer for a successful implementation by identifying potential “show stoppers” during the sales process to find mutually agreeable solutions. Develops appropriate solution documentation to support successful handoff to implementation team

  • Continuous Process Improvement (CPI) – Works with all relevant teams to share their knowledge and

experience on how to make all elements of people, process, product better for customers

  • Mentor - Support the education of Beckman Coulter’s field sales team around our Informatics offerings to enhance their overall effectiveness in positioning and selling these offerings.

  • Implement the sales plan designed to achieve established sales and financial goals

  • Internal selling to demonstrate product as well as sales value to the local sales teams to ensure application of CIT products within the overall sale

  • Leverage the value of the product to the lab to maximize profitability

  • Manage a long-term sales cycle (often years to develop) with many different customer decision makers

  • Follow through quickly and thoroughly on agreed upon actions with customer to advance the sale

Successful Candidates will have:

  • Working knowledge of workflow, workload demands, and Clinical IT system needs in a hospital setting

  • Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers)

  • Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout.

  • Is able to effectively overcome customer objections and turn them into a competitive win

  • Working experience of performing live instrument demonstrations

  • Highly motivated and success driven within a team environment

  • Excellent time and territory management habits

  • Working knowledge of LIS or Laboratory Workflow Management solutions

  • Knowledge of system interoperability – HL7, ASTM, TCP/IP, FTP (Preferred)

  • Knowledge of Informatics Infrastructure – Network Administration, IT Security, etc. (Preferred)

Click on the apply button if you have the qualifications described below:

  • Bachelor’s degree preferably in science and/or technology field

  • 3+ years of experience with 2+ years’ informatics sales experience (preferably in hospital or laboratory setting)

  • Must be willing to travel 50% -75% of the time

  • 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.

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) .

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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 applyassistance@danaher.com to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.

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