Senior Product Sales Executive, CCIA
Beckman Coulter Diagnostics, Richmond, VA, United States
Senior Product Sales Executive (Chem/IA)
Responsible for driving strategic growth, expanding market share, and advancing Beckman Coulter Diagnostics’ position within the clinical chemistry and immunoassay market. This role requires deep expertise in laboratory operations, financial drivers, and healthcare economics, along with the ability to develop and execute complex account strategies across diverse health system environments.
Reports to the Regional Sales Manager. Candidates must reside in territory, covering the Virginia area.
In This Role You Will:
Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, competitive displacement, pipeline accuracy, forecasting, and overall opportunity execution to advance and close complex deals.
Lead “Day in the Lab” engagements to uncover operational inefficiencies and position integrated solutions using workflow analysis, capacity modeling, and reagent mapping.
Develop and structure financial strategies that align with customer objectives and Beckman Coulter goals, including value‑based selling and complex deal structuring.
Orchestrate cross‑functional teams (CIT, LASM, Microbiology, Hematology, and others) to develop and execute multi‑disciplinary strategies for must‑win opportunities.
Build and deepen relationships with executive and clinical stakeholders to influence decisions and deliver long‑term customer value.
Essential Requirements
Bachelor’s degree with 5+ years’ experience or master’s degree with 3+ years’ 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.
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.
Travel, Motor Vehicle Record & Physical/Environment Requirements
Travel 50%-75% of the time; In‑Person Customer Facing Meetings 75% of the time.
Must have a valid driver’s license with an acceptable driving record.
Preferred Experience
5+ years of diagnostics sales experience with deep understanding of laboratory environments and market dynamics.
Demonstrated ability to align solutions to customer financial and operational priorities, including healthcare economics.
Experience navigating complex, long‑term capital equipment sales cycles and competitive displacement strategies.
Experience leading account planning and delivering executive‑level customer engagements and business reviews.
Benefits Beckman Coulter Diagnostics offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job.
Remote Work The 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.
Compensation The salary range for this role is $100,000 - 120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $170,000 – $190,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance.
EEO Statement 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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Reports to the Regional Sales Manager. Candidates must reside in territory, covering the Virginia area.
In This Role You Will:
Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, competitive displacement, pipeline accuracy, forecasting, and overall opportunity execution to advance and close complex deals.
Lead “Day in the Lab” engagements to uncover operational inefficiencies and position integrated solutions using workflow analysis, capacity modeling, and reagent mapping.
Develop and structure financial strategies that align with customer objectives and Beckman Coulter goals, including value‑based selling and complex deal structuring.
Orchestrate cross‑functional teams (CIT, LASM, Microbiology, Hematology, and others) to develop and execute multi‑disciplinary strategies for must‑win opportunities.
Build and deepen relationships with executive and clinical stakeholders to influence decisions and deliver long‑term customer value.
Essential Requirements
Bachelor’s degree with 5+ years’ experience or master’s degree with 3+ years’ 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.
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.
Travel, Motor Vehicle Record & Physical/Environment Requirements
Travel 50%-75% of the time; In‑Person Customer Facing Meetings 75% of the time.
Must have a valid driver’s license with an acceptable driving record.
Preferred Experience
5+ years of diagnostics sales experience with deep understanding of laboratory environments and market dynamics.
Demonstrated ability to align solutions to customer financial and operational priorities, including healthcare economics.
Experience navigating complex, long‑term capital equipment sales cycles and competitive displacement strategies.
Experience leading account planning and delivering executive‑level customer engagements and business reviews.
Benefits Beckman Coulter Diagnostics offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job.
Remote Work The 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.
Compensation The salary range for this role is $100,000 - 120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $170,000 – $190,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance.
EEO Statement 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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