Key Account Manager
Beckman Coulter Diagnostics, Springfield, IL, United States
About Beckman Coulter Diagnostics
At Beckman Coulter Diagnostics, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact.
Bring more to life . You’ll thrive in a culture of belonging where you and your unique viewpoint matter. By harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.
As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, in hospitals, reference and research laboratories, and physician offices worldwide. Every hour, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision‑making, we enable clinicians to deliver the best possible care with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.
Role Overview As the Key Account Manager (KAM), you will lead strategic customer relationships across a defined portfolio, driving long‑term growth and delivering value for both the customer and Beckman Coulter Diagnostics. Your focus will be on retaining and expanding business within existing accounts while identifying, cultivating, and securing new customer opportunities within your territory. Collaborating cross‑functionally with Sales Specialists, Health Systems Executives, Service, Finance, Marketing, and Client Services, you will ensure seamless execution and sustained customer success. This role demands strong business insight, financial acumen, and a capability to lead through influence across a matrixed organization. You will serve as a trusted advisor and strategic partner—shaping account strategy, driving growth, and helping customers achieve their clinical and operational objectives. This position reports to the Regional Sales Manager; candidates must reside in territory, covering the St. Louis territory.
In This Role, You Will Have The Opportunity To
Develop and maintain strong relationships with C‑suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems. Act as a trusted advisor, leveraging relationships to drive year‑over‑year growth, protect the base business, and influence decision‑makers at both corporate and local levels.
Analyze key financial performance indicators for assigned accounts and understand how Beckman Coulter Diagnostics solutions can impact their financial objectives. Collaborate with the Health Systems Executive to align with the customer’s operating model, business challenges, and growth strategy.
Lead the internal selling team to develop and execute a multi‑year strategic account plan, using influence and persuasion to align short‑term tactics with the account‑specific value proposition for overall growth.
Collaborate with the service organization to ensure successful installation, go‑live, and post‑install maintenance. Monitor account activities, provide a high‑level overview, and escalate issues to leadership when necessary to ensure consistent, high‑quality service.
Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan. Maintain an accurate sales funnel, and deliver regular business reviews to customer business leaders.
The Essential Requirements Of The Job Include
Bachelor’s degree with 3+ years’ experience or master’s degree with 2+ years’ experience
3+ years of Diagnostics Sales Experience or related sales experience.
Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics preferred.
Experience working collaboratively with local sales teams to support account execution and navigate long‑term sales cycles.
Background in leading or participating in account planning sessions and contributing to executive‑level business reviews with both customers and internal stakeholders.
Travel, Motor Vehicle Record & Physical/Environment Requirements
Travel 50%-75% of the time within the territory; In Person Customer Facing Meetings 75% of the time.
Beckman Coulter Diagnostics, a Danaher operating company, offers a comprehensive benefits program that adds value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. This position is eligible for a remote work arrangement; additional information about this remote work arrangement will be provided by your interview team.
The base salary range for this role is $90,000 – $110,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $160,000 – $180,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. 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. This range may be modified in the future.
We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The U.S. EEO posters are available here. We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact: 1‑202‑419‑7762 or applyassistance@danaher.com.
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Bring more to life . You’ll thrive in a culture of belonging where you and your unique viewpoint matter. By harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.
As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, in hospitals, reference and research laboratories, and physician offices worldwide. Every hour, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision‑making, we enable clinicians to deliver the best possible care with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.
Role Overview As the Key Account Manager (KAM), you will lead strategic customer relationships across a defined portfolio, driving long‑term growth and delivering value for both the customer and Beckman Coulter Diagnostics. Your focus will be on retaining and expanding business within existing accounts while identifying, cultivating, and securing new customer opportunities within your territory. Collaborating cross‑functionally with Sales Specialists, Health Systems Executives, Service, Finance, Marketing, and Client Services, you will ensure seamless execution and sustained customer success. This role demands strong business insight, financial acumen, and a capability to lead through influence across a matrixed organization. You will serve as a trusted advisor and strategic partner—shaping account strategy, driving growth, and helping customers achieve their clinical and operational objectives. This position reports to the Regional Sales Manager; candidates must reside in territory, covering the St. Louis territory.
In This Role, You Will Have The Opportunity To
Develop and maintain strong relationships with C‑suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems. Act as a trusted advisor, leveraging relationships to drive year‑over‑year growth, protect the base business, and influence decision‑makers at both corporate and local levels.
Analyze key financial performance indicators for assigned accounts and understand how Beckman Coulter Diagnostics solutions can impact their financial objectives. Collaborate with the Health Systems Executive to align with the customer’s operating model, business challenges, and growth strategy.
Lead the internal selling team to develop and execute a multi‑year strategic account plan, using influence and persuasion to align short‑term tactics with the account‑specific value proposition for overall growth.
Collaborate with the service organization to ensure successful installation, go‑live, and post‑install maintenance. Monitor account activities, provide a high‑level overview, and escalate issues to leadership when necessary to ensure consistent, high‑quality service.
Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan. Maintain an accurate sales funnel, and deliver regular business reviews to customer business leaders.
The Essential Requirements Of The Job Include
Bachelor’s degree with 3+ years’ experience or master’s degree with 2+ years’ experience
3+ years of Diagnostics Sales Experience or related sales experience.
Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics preferred.
Experience working collaboratively with local sales teams to support account execution and navigate long‑term sales cycles.
Background in leading or participating in account planning sessions and contributing to executive‑level business reviews with both customers and internal stakeholders.
Travel, Motor Vehicle Record & Physical/Environment Requirements
Travel 50%-75% of the time within the territory; In Person Customer Facing Meetings 75% of the time.
Beckman Coulter Diagnostics, a Danaher operating company, offers a comprehensive benefits program that adds value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. This position is eligible for a remote work arrangement; additional information about this remote work arrangement will be provided by your interview team.
The base salary range for this role is $90,000 – $110,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $160,000 – $180,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. 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. This range may be modified in the future.
We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The U.S. EEO posters are available here. We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact: 1‑202‑419‑7762 or applyassistance@danaher.com.
#J-18808-Ljbffr