Danaher Corporation Lab Automation Sales Manager (LASM) in Boise, Idaho
Meet Your Next Favorite Place to Work!
Beckman Coulter Diagnostics, an operating company of Danaher Corporation, is recruiting for a Lab Automation Sales Manager (LASM).
The LASM will represent Beckman Coulter Diagnostics working within a matrix, team based selling process targeting prospective and current customers. The LASM will be the solution expert, positioning Beckman Coulter’s total portfolio, leveraging the lab automation portfolio to demonstrate the solution value proposition. Targets will be reference laboratories and hospital clinical laboratories, and the LASM will utilize their top tier workflow and business acumen to anticipate the needs of those customers, develop solution value through detailed analysis and presentations, and executing on a sales strategy to become the technical vendor of choice.
Wondering what’s within Beckman Coulter’s Workflow and Informatics organization Take a closer look.
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. The Workflow and Informatics organization takes top talent to facilitate robust strategies among the many local sales teams they support to drive competitive differentiation and growth. These associates also help bolster the company mission through arming our hospital laboratories with the tools needed to improve outcomes for the patient community they serve.
Our work helps improve millions of lives. We hope you’ll see yourself here, too!
In this role, you will have the opportunity to:
Serve as Subject expert in automation which would entail a strong working knowledge of all Beckman Coulter disciplines as well as strong hospital operational/financial acumen
Through solid market and competitive knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale.
Prepare and present operational workflow and automation specific presentations for customers articulating the value proposition of the solution offerings.
Collaborate with various local teams in building a strategy that would influence decision criteria in our favor to become TVOC Automation and process improvement. Develops, mentors, owns and drives the Automation and workflow tactics as part of the strategy.
Strategically use internal and external resources including Sales, Service, Applications, marketing and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.
Evaluate customer workflow and determine customer configuration based on laboratory specific data/workflow, determine the optimal space configurations, consult the customer on the best workflow suited to their needs, and drive towards a specific project scope to execute upon.
Prepare customer for successful change management by consulting on areas of change opportunity within the lab during the sales process and to find mutually agreeable solutions. Develops appropriate solution documentation to support successful handoff to implementation team.
Develop and implement plans for strategic accounts that meets and exceed expectations in revenue retention/growth, account profitability and customer satisfaction/loyalty.
Serve as continuous improvement expert internally; share knowledge and experience to relevant teams on how to make all elements of people, process, and product better for customers.
Conduct solution demonstrations, VIPs, workflow engagements and site visits
Develop forecasts, manage, and accelerate opportunities through the sales cycle.
Generate value for the solution in order to prepare profitable quotes for all opportunities and will aid local teams in presenting solution to customer.
Respond to RFP in a professional and thorough manner.
Implement the sales plan designed to achieve established sales and financial goals.
Manage a long-term sales cycle (often years to develop), developing key opinion leaders within the organization, while also developing strong business relationships with end users up to executives of the healthcare organization.
Follow through quickly and thoroughly on agreed upon actions with customer to advance the sale
Successful Candidates will have:
Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely, and accurately throughout.
Ability to effectively overcome customer objections while also preparing counter points armed at overcoming competitive threats.
Highly motivated and demonstrated success driving the sales process within a team environment.
Excellent time and territory management habits.
Bachelor’s degree in field with 9+ years exp. OR Master’s degree in field with 7+ years exp. OR Doctoral degree in field with 4+ years exp. Engineering, science, operations, business or related subject area preferred.
5+ years of complex sales or marketing experience is required; with a solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers). Healthcare related selling preferred.
Must be willing to travel 60% up through 75%
It would be a plus if you also possess previous experience in:
Capital equipment sales in hospital diagnostics or hospital automation setting.
Continuous Process Improvement and/or Lean certified.
Working knowledge of hospital workflow and workload demands in a hospital laboratory.
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) .