Beckman Coulter Diagnostics is looking to drive strategic growth, expand market share, and enhance its competitive position in the diagnostics industry by leveraging advanced technologies such as Monocyte Distribution Width (MDW) and Clinical Information Technology (CIT) to improve customer outcomes.
Requirements
- 5 years' experience in sales, focused on selling capital equipment, preferably within the diagnostics space
- 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
- Experience with laboratory workflows in Emergency Department, inpatient, and outreach settings
- Knowledge of clinical diagnostics and biotechnology
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.
- Conduct thorough analysis to understand market dynamics, identifying weaknesses and crafting strategies to increase market share.
- Engage customers by understanding their technology, contracts, and competitive landscape, tailoring product presentations to meet their unique needs.
- Serve as a peer leader and subject matter expert in Heme/UA technologies and laboratory workflows, providing guidance to colleagues.
- Leverage tools like PowerBI and SFDC to drive territory strategy and track market activity, base wins/losses, and install growth.
- Monitor territory performance using analytical tools, ensuring alignment with strategic goals and competitive opportunities.
- Collaborate with cross-functional teams to execute sales strategies that maximize customer value and drive revenue growth.
Other
- Bachelor’s degree in a science or business-related field (advanced degree preferred)
- 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
- Excellent communication and interpersonal skills, with the ability to customize presentations and strategies based on customer needs and personas
- Ability to work remotely from home with 50-75% travel covering Pennsylvania, New Jersey and portions of Delaware
