Lab Automation Sales Manager

Bring more to life.

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

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.

You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And 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, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, 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 are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. Learn about the Danaher Business System which makes everything possible.

The Workflow & IT Solutions Sales Manager (LASM) is responsible for leading Automation and Informatics sales within complex and IDN customer environments. This role drives growth by positioning Beckman Coulter Diagnostics as the technical vendor of choice through strategic account planning, deep workflow expertise, competitive differentiation, and execution of long-cycle sales strategies. The LASM owns forecasting, opportunity management, quotations and proposals, and collaborates cross-functionally to deliver solutions that meet customer needs and achieve established sales and financial objectives.

This position reports to the Senior Manager, National Automation Sales and is part of the Workflow & IT Solutions organization. The role is fully remote, supporting the complex and IDN market segment.

In this role, you will have the opportunity to:

• Serve as Subject Matter Expert for a product discipline (WITs), owning Automation and Informatics sales activities within the complex and IDN market segment across long sales cycles, including forecasting, opportunity management, quotations/proposals, customer engagements, and sales planning and campaign strategy.

• Leverage strong market and competitive knowledge to develop and execute strategies that influence decision criteria and close sales; collaborate with the sales team to position Beckman Coulter as the technical vendor of choice (TVOC) for Automation and process improvement, owning Automation and workflow tactics within the overall strategy.

• Strategically leverage internal and external resources—including Service, Applications, Laboratory Automation, Clinical IT Specialists, Leadership, and Client Services—to build and execute agreed-upon sales strategies.

• Evaluate customer workflow and configurations to support data processing and solution design, including process consulting, drawing sign-off, and CSW development; partner with Automation Specialists and IT TPS teams on appropriate architecture and Informatics solutions, and serve as an internal continuous improvement expert by sharing best practices across teams.

• Prepare customers for successful implementation by identifying potential risks or “show stoppers” during the sales process and developing solution documentation to support a smooth handoff to the implementation team.

Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Ability to travel – up to 70 % travel, overnight
• Must have a valid driver’s license with an acceptable driving record
   

The essential requirements of the job include:  

• BS/BA in engineering, science, operations or related discipline, with advanced degree in business preferred with 9+ years of experience in capital equipment sales in hospital or laboratory setting
• Working knowledge of laboratory workflow and workload demands in a hospital laboratory
• Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
• Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout; ability to effectively overcome customer objections and turn them into a competitive win
• Highly motivated and success driven within a team environment; proven success working in a team selling environment; excellent time and territory management habits
   

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

• CPI and Lean certified preferred

Beckman Coulter Diagnostics, a Danaher operating company, 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. Check out our benefits at Danaher Benefits Info.

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 annual salary range for this role is $130,000 - $150,000. 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. 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 Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com.

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.

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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 [email protected].