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Area DBS Consultant, Performance Partnership in Sacramento, California at Beckman Coulter Diagnostics

Date Posted: 2/8/2019

Job Snapshot

Job Description

Job ID: BEC013720

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Do you enjoy partnering with the Sales Organization? Do you like driving continuous improvement within a Commercial Organization?
You will be responsible for deploying basic Lean education and Lean consulting to both customers and the Sales Organization. Area Consultants will have a dotted reporting line to the Area Sales Directors and be drive a localized strategy for a specific sales area within Beckman Coulter diagnostics.
The Area Consultant will be tasked with partnering with the sales organization (and respective sales area) to grow DBS capacity in-area through use of the certified sales representatives and the Performance Partnership (PP) Portal. They will also assist other consultants in higher level events until ready to facilitate on their own. 
The Consultant is responsible for promoting and facilitating the successful implementation of the Performance Partnership Program at Beckman Coulter’s current and potential customer sites, in alignment with business strategy and sales leadership priorities.
Consultants will lead and coach their own in-area sales DBS Boot Camps, and support collateral and value based evidence as an outcome of key customer events. 

Customer Facing Work: (50%)
  • Work with Area Sales Director to prioritize top accounts in the pipeline, including both base business and competitive targets. Work with Area Sales Director and Performance Partnership Senior Manager to maintain a 1-3 year funnel of activities. Drive improvements in a limited number of customer sites depending on customer roadmaps and bandwidth. Accounts will be exclusive of those being worked by the PP Enterprise Team.
  • Contribute to VIP customer events and other pre-sales meetings to explain the value of the PP Program.
  • Work with Beckman Coulter Process Improvement team to diagnose work flow impediments and develop solutions that are aligned with planning schedules and quality objectives of the client. Work with sales leadership teams to develop Statement of Work and tentative roadmap as part of the formal customer agreement. Benchmark customers against lean best practices and other customers.
  • Establish critical metrics, Bowlers and other visual management tools to track improvements. Change course as necessary to realize significant achievements.
  • Facilitate events such as Kaizen and Value Stream Mapping to break down current state process and redevelop future process with other departments outside of lab. 
  • Develop and leverage LEAN champions within customer organizations. Partner with LEAN champions to support the implementation of the kaizen roadmap that will guide the team over the course of 12-24 months.
  • Collection of pre & post event data points in order to develop proof points & marketing material to promote the success of the program
  • Utilize change management methodology to improve cultural changes necessary within client organizations. Facilitate events with a cultural transformational mindset that allow customers to own and drive targeted, sustainable improvement.
  • Get sign off from customer stakeholders when breakthroughs have been accomplished and/or projects are complete.
  • Builds strong ongoing relationships with existing clients and monitor their progress through the Performance Partnership toll gate process.
Coaching of Sales Organization in Basic Tenets of DBS: (40%)
  • Set up and facilitate Performance Partnership (PP) DBS Boot Camp training event for sales representatives within their respective areas, maintaining a funnel of sales associates that are waiting to take the course.
  • Work with sales associates to certify them in 5S and Waste Walk competencies. Grade report out presentations and coach sales associates to a skill level where they can do their own events in select client sites.
  • Although this is largely an external customer facing role, assistance with internal DBS activities [including training of associates on PSP] and events such as the President's Kaizen will be required upon request.
  • Build relationships with the sales organization and be a strong ambassador of the PP Program.
  • Build strategic account plans with Territory Sales Executives, Regional Sales Managers and BEC IDN Managers.
Other: (10%)
  • Contribute to development of Beckman’s new internal DBS assessment tool and back end offering, including simulation software and the content of future performance dashboards.
  • Identify product development initiatives to meet future client needs.
  • Iterate the curriculum for the sales associate Performance Partnership classes programs as needed and work closely with other Area Consultants.
  • Manage online portal licensing within the assigned region

Job Requirements


Minimum Requirements
  • BS or BA Degree from an accredited institution. 
  • Lean Six Sigma Green Belt or evidence of pathway to Lean Six Sigma Green Belt (i.e. courses in progress).
  • Excellent communication and presentation skills required 
  • 5+ year track record of commercial experience with demonstrated success in sales, continuous improvement or consulting.
  • Strong business insights and knowledge
  • Strong training and facilitation skills
  • Demonstrate ability to lead management and strategy of a large complex customer
  • Demonstrate ability to analyze client commercial capabilities, identify root cause and growth tool opportunities. Has the skills necessary to be seen as credible by peers and greater sales organization.
  • Demonstrate ability to accurately assess key business metrics and situations from a “general manager’s” point of view; effective at structured problem solving and critical thinking. 
  • Can successfully lead change and can handle conflict or ambiguity.
  • Demonstrate proficiency in time management and action plan execution
  • Computer skills (word processing, graphics, spreadsheet, etc.)
  • Willingness to travel 50-75% 
Desirable Capabilities
  • MBA and consultancy experience or, a Bachelor's Degree in Operations Management, Health Care Management, Business or Industrial Engineering.
  • 3+ years demonstrable experience of leading process improvement initiatives across operational and business management, manufacturing or logistics settings.
  • Laboratory redesign experience.
  • Background in project management.
  • Experience as a Manager.
  • DHR Certified Practitioner in DBS Fundamental Tools (Danaher Black Belt program)
  • Experience with development of corporate level training, communication and coaching modules

At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.