Area Sales Director - West

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. 

As the Director, Area Sales, you will ensure sales success by setting the strategic direction for account management, developing/executing North America sales standard work and removing obstacles preventing account management success. Develops relationship with top 10 account within your assigned sales area and ensures close alignment and partnership with your strategic accounts and service partners. As the Area Director you will directly lead a team of geographically based Regional Sales Managers (RSMs). You will lead, coach, develop and model best practices and advanced methodologies to RSMs and field sales associates.

In this role, you will have the opportunity to:

• Provides strategic coaching and guidance to the Area team (both direct reports and sales reps) while pressure testing sales strategy to identify gaps.  Coach and collaborate with the team to remove obstacles for successful execution of strategy.

• Accountable for achieving Area financial goals, owning the direct strategies for the regional hospital networks, and working closely with the Health Systems Executives, Performance Partnership Principals and your team of Regional Sales Managers and Key Account Managers to execute sales campaigns at the IDN hospital networks.  

• Achieve revenue, margin, and expense objectives through leading the area funnel management and forecasting processes; manage the monthly sales reporting process through operational reviews and drive accountability to, account plan process and standard work, implement countermeasures utilizing Danaher Business System tools to drive to root cause and implement countermeasures as needed to improve.

• Provide timely council, review and approvals of RFPs, Master Agreements and Amendments

• Partners closely with Area Service Leader, Applications leaders and Sales Product Directors, Health Systems Executives, Performance Partnership Principals and Marketing partners to drive close coordination and mutual support across the area.

• Rigorous pursuit of identifying, selecting, developing, and driving performance excellence to build high performing sales talent.

The essential requirements of the job include:

• Bachelor’s degree (preferably within business or sciences), MBA Preferred

• 16 years', progressive commercial experience in a business that serves similar customers or sells similar products.

• 5+ years leading highly dynamic sales teams.

• Overnight travel 75%

• Experience leading large campaigns with multiple sites, product lines, and varying degrees of complexity with a strong disciplined sales and customer centric approach. Has built teams together towards this common goal with full engagement of the team.

• Demonstrated track record of driving sales growth, customer experience and market share growth.

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At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

The base salary range for this role is $200,000-$230,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 4