Area Sales Manager, Chemistry / Immunoassay

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 Area Sales Manager – Chemistry/Immunoassay for Beckman Coulter Diagnostics is responsible for leading a team of chemistry and immunoassay focused sales executives.

This position is part of the North American Commercial Organization and will be fully remote with 60-75% travel.  At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time. 

You will be a part of the Chemistry and Immunoassay Sales Organization report to the National Sales Director for CCIA, and responsible for coaching your sales teams to increase sales revenue through market penetration and promotion of Beckman Coulter Diagnostics portfolio of chemistry and immunoassay products.  Your goal will be to guide sales teams through long chemistry and immunoassay sales campaigns with hospitals and laboratories within your defined region. You will also be instrumental to contributing to larger strategic opportunities including corporate, government, national and IDN account opportunities in partnership with sales executives and managers overseeing those campaigns. If you thrive in an exciting, collaborative, fast paced role and want to work to build a world-class sales organization—read on. 

In this role, you will have the opportunity to: 

• Implement a personal business plan designed to achieve established annual sales and financial goals and own core growth for CCIA within assigned area including establishing area CCIA sales strategy, communication plan and driving accountability of team, including overseeing countermeasures against gaps. 

• Develop and maintain high impact relationships with key CCIA customers in area to protect and grow business and participate in all CCIA area symposiums and is identified by the customers as the sales leader. 

• Accurately forecast sales for region. Responsible for owning presentations of dashboard metrics on weekly pod calls. Drive adoption of SFDC as a vital tool to manage business. Own Growth War Room presentation for CCIA business and implements countermeasures for “red” metrics. Provide post War Room feedback to the area. 

• Partner with HSE and RSM Leaders and Participates in IDN Account Plan creation and development and drives accountability with team to execute on strategy. 

• Guide team and ensure sales standard work is being done by CCIA PSE team within geographic pods they work with, including driving adoption and use of account plans, business reviews, SFDC updates and accuracy.  Act as Advisor/Coach/Consultant and empower team to create/drive/own account strategy. Have accountability to action plans and remove obstacles preventing account management success. 

• Select, coach, train and develop sales representatives in building a strong, progressive, and motivated work team as well as providing team leadership, fostering a team that strives for high engagement. Use the engagement scores to develop a plan that targets increased engagement among the team and organization. 

• Field travel averages 3 days/week to coach and support sales associates on sales process and account management, ensuring that each direct reports have a strong mentor, assigned with a regular cadence, and working on developing skills in line with each rep’s development goals. 

The essential requirements of the job include:   

• 9+ years of complex clinical sales experience, selling into the hospital or acute care space (strong preference towards the diagnostics space) 

• BS/BA degree required; MBA degree preferred 

Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Able to travel 60-75% of the time 

It would be a plus if you also possess previous experience in: 

• Previous experience leadin