Lab Automation Sales Manager

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 Workflow & IT Solutions Sales Manager (LASM) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The LASM will be responsible for positioning Beckman Coulter’s Automation and Informatics portfolio into hospitals and reference laboratories by anticipating the needs of those customers and executing on a sales strategy to become the technical vendor of choice.

The candidate will work with a team of sales professionals in retention of current customers and securing new business and identifying opportunities for Automation and Informatics products in the clinical laboratory and be the subject matter expert on competitive products, financial tactics and strategic positioning.

Leveraging their experience in laboratory workflow, Beckman’s historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the LASM will competitively position our products through strategic sales techniques that put Beckman Coulter in a position to win. Through active funnel management, the incumbent will successfully implement a sales plan designed to achieve established sales and financial goals.

This position will carry primary responsibility for all Automation and Informatics sales in the complex or IDN market segment, customer quotes and proposals and will guide the development and execution of strategic account plans to ensure achievement of assigned business goals. This candidate will work collaboratively with the sales team in the review and update of account plan based on changing market, customer conditions and competitive activity. Accountability, excellent communication, attention to detail, multitasking and listening skills are essential. Teamwork and territory management skills are critical.  This position is remote and will include up to 70% travel. Overnight travel is required, amount is predicated on home office location and territory activity.
 
In this role, you will have the opportunity to:

• Serve as Subject Matter Expert with a product discipline (WITs); will own sales activities related to automation and informatics in the complex and IDN market segment over long sales cycles, including forecasting, opportunity management, quotations/proposals, customer presentations and engagements, and sales planning and campaign strategy,
• Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for Automation and process improvement. Owns Automation and workflow tactics as part of the strategy.
• 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.
• Evaluate customer workflow and determine customer configuration to process data, scheduling of process consulting, drawing sign off and CSW compilation; partners with Automation Specialists and IT TPS teams on appropriate architecture and design of automation and Informatics solutions to meet customer’s needs; Serves as continuous improvement expert internally; share their knowledge and experience to relevant teams on how to make all elements of people, process, product better for customers 
• 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

The essential requirements of the job include:  <