Area Sales Manager – Chemistry & Immunoassay

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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 Area Sales Manager – Chemistry/Immunoassay for Beckman Coulter Diagnostics is responsible for leading a team of chemistry and immunoassay focused sales executives.

This position is part of the North American Commercial Organization and will be fully remote with 60-75% travel. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be a part of the Chemistry and Immunoassay Sales Organization report to the National Sales Director for CCIA, and responsible for coaching your sales teams to increase sales revenue through market penetration and promotion of Beckman Coulter Diagnostics portfolio of chemistry and immunoassay products. Your goal will be to guide sales teams through long chemistry and immunoassay sales campaigns with hospitals and laboratories within your defined region. You will also be instrumental to contributing to larger strategic opportunities including corporate, government, national and IDN account opportunities in partnership with sales executives and managers overseeing those campaigns. If you thrive in an exciting, collaborative, fast paced role and want to work to build a world-class sales organization—read on.

In this role, you will have the opportunity to:

Implement a personal business plan designed to achieve established annual sales and financial goals and own core growth for CCIA within assigned area including establishing area CCIA sales strategy, communication plan and driving accountability of team, including overseeing countermeasures against gaps.

Develop and maintain high impact relationships with key CCIA customers in area to protect and grow business and participate in all CCIA area symposiums and is identified by the customers as the sales leader.

Accurately forecast sales for region. Responsible for owning presentations of dashboard metrics on weekly pod calls. Drive adoption of SFDC as a vital tool to manage business. Own Growth War Room presentation for CCIA business and implements countermeasures for “red” metrics. Provide post War Room feedback to the area.

Partner with HSE and RSM Leaders and Participates in IDN Account Plan creation and development and drives accountability with team to execute on strategy.

Guide team and ensure sales standard work is being done by CCIA PSE team within geographic pods they work with, including driving adoption and use of account plans, business reviews, SFDC updates and accuracy. Act as Advisor/Coach/Consultant and empower team to create/drive/own account strategy. Have accountability to action plans and remove obstacles preventing account management success.

Select, coach, train and develop sales representatives in building a strong, progressive, and motivated work team as well as providing team leadership, fostering a team that strives for high engagement. Use the engagement scores to develop a plan that targets increased engagement among the team and organization.

Field travel averages 3 days/week to coach and support sales associates on sales process and account management, ensuring that each direct reports have a strong mentor, assigned with a regular cadence, and working on developing skills in line with each rep’s development goals.

The essential requirements of the job include:

9 years of complex clinical sales experience, selling into the hospital or acute care space (strong preference towards the diagnostics space)

BS/BA degree required; MBA degree preferred

Travel, Motor Vehicle Record & Physical/Environment Requirements:

Able to travel 60-75% of the time

It would be a plus if you also possess previous experience in:

Previous experience leading teams strongly preferred

Results-oriented and committed to a relentless customer focus

Excellent process orientation with a proven track record of leading sustainable change and continuous improvement

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

The base salary range for this role is $135,000 – $165,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Companys sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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