Beckman Coulter Diagnostics is looking to drive strategic growth, expand market share, and enhance its competitive position in the diagnostics industry by increasing market share and enhancing customer outcomes through advanced tools and technologies.
Requirements
- 5 years' experience in sales, focused on selling capital equipment, preferably within the diagnostics space, in lieu of sales experience, 5 years Medical Technology experience with a deep understanding of Hematology/Urinalysis technologies and laboratory workflows.
- Proven ability to develop and execute complex sales strategies that go beyond hardware to include integrated solutions like MDW and CIT.
- Exceptional analysis skills, with a history of successfully displacing competitors and increasing market share.
- Proficiency in using sales analytics tools (PowerBI, SFDC) to drive strategic direction and performance.
Responsibilities
- Analyze laboratory workflows in Emergency Department, inpatient, and outreach settings, creating tailored sales strategies that address the clinical and operational impacts and align with customer needs.
- Incorporate advanced solutions like Monocyte Distribution Width (MDW) and Clinical Information Technology (CIT) to enhance customer outcomes.
- Conduct thorough analysis to understand market dynamics, identifying weaknesses and crafting strategies to increase market share.
- Address competitors’ strengths proactively to secure Beckman Coulter’s position in the market.
- Engage customers by understanding their technology, contracts, and competitive landscape, tailoring product presentations to meet their unique needs.
- Align Beckman Coulter’s solutions with customer business models and financial trends to drive impactful conversations.
- Leverage tools like PowerBI and SFDC to drive territory strategy and track market activity, base wins/losses, and install growth.
Other
- Ability to travel 60% - 70% of the time in territory with up to 15% overnights, as required, to engage with customers and support sales initiatives
- Must have a valid driver’s license with an acceptable driving record
- Bachelor’s degree in a science or business-related field (advanced degree preferred)
- Excellent communication and interpersonal skills, with the ability to customize presentations and strategies based on customer needs and personas
- This position is part of the North America Commercial Organization and will be fully remote with 50-75% travel covering Eastern Pennsylvania, New Jersey and portions of Delaware.
