About the position
Beckman Coulter Diagnostics is dedicated to advancing and optimizing the laboratory to move science and healthcare forward. The Senior Product Sales Executive for Chemistry/Immunoassay (Chem/IA) Solutions is responsible for driving strategic growth, expanding market share, and strengthening Beckman Coulter's positioning within the diagnostics industry. This role requires a deep understanding of the laboratory environment, financial acumen, strategic analysis, and the ability to develop and execute complex, multi-disciplinary strategies that align with both short- and long-term business objectives. This position is part of the North American Commercial Organization and will be fully remote in field, covering Houston, TX market with field travel 50-75% of the time.
Responsibilities
- Develop and execute strategic account management plans by understanding KPIs, identifying limitations, and proactively engaging with accounts to prevent contract expirations.
- Drive growth by exploring underserved areas, consolidating analyzers, and leveraging market insights to capitalize on emerging technologies and opportunities.
- Conduct comprehensive 'Day in the Lab' sessions to identify operational inefficiencies, assess analyzer consolidation, and evaluate CIT and Automation solutions.
- Continuously analyze competitor strengths and weaknesses, leveraging differentiators through workflow analyses, capacity modeling, and reagent mapping to demonstrate strategic advantages.
- Develop tailored financial strategies that align with prospects' financial positions and Beckman Coulter's goals, ensuring strong margins and optimizing incentive compensation plans.
- Employ long-term strategic thinking and creative deal structuring, while demonstrating value-based selling by quantifying the financial benefits of new technology adoption and assay consolidation.
- Oversee multi-disciplinary strategies for must-win opportunities by updating Quip plans and collaborating with CIT, LASM, and other stakeholders to integrate CIT and Automation solutions into Chem/IA discussions.
- Maintain precise management of transactional timelines, staging accuracy, and win probabilities in Salesforce, while leading customer discussions to position Beckman Coulter's solutions and employ creative contract strategies.
- Build and sustain relationships with key stakeholders, including lab staff, quality management, supply chain leaders, and medical directors, to drive long-term success.
Requirements
- A bachelor's degree from an accredited four-year college or university with 5+ years of experience.
- Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions preferred.
- Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth.
- Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions.
- Proficient in Salesforce for managing sales cycles, forecasting accuracy, and developing strategies to influence key decision-makers across various roles.
- Strong executive presence with advanced communication, presentation, and interpersonal skills, capable of building long-term relationships and demonstrating financial value to stakeholders.
Benefits
- Comprehensive package of benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees.
- Bonus/incentive pay eligibility.
- Flexible, remote working arrangements for eligible roles.
