Clinical Account Representative in Orlando, Florida at Beckman Coulter Diagnostics

Date Posted: 11/1/2019

Job Snapshot

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Job Description

Job ID: BEC016296

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.


The Clinical Account Representative (CAR) will represent Beckman Coulter Diagnostics working within a
complex, team based selling process targeting prospective and current National Commercial Laboratories.
The CAR will be responsible for developing relationships to protect and grow existing business and to lead
new business through strong and creative negotiation strategies. In conjunction with the National Accounts
Manager, the CAR will be specifically be responsible for sales support and account management of National
Commercial Laboratories within a specific geographical area, and in some cases across the nation or
globally when the corporate entity is located in that geographical area.
Through their extensive knowledge of Beckman Coulter’s suite of clinical diagnostic products and
services and strategic sales techniques, the CAR will call on prospective customers and current company
customers, involves technical personnel to resolve customer issues and problems as needed, and
manages customer contract commitments. May participate in the establishment of sales strategy and
assist with sales process. Through active funnel management, the incumbent will successfully implement
a sales plan designed to achieve established sales and financial goals.

Essential Functions of this role are to:
• Enforce contract compliance, support sales processes, and drive recurring revenue growth and
menu expansion.
• Developing and enhancing customer relationships by providing metrics and recommendations
that improve operational efficiencies with solid financial results to BCI
• Providing advocacy to customer with varied business models to fulfill their contract, service, and
support needs
• Applying technical and business knowledge/background to determine when to mobilize additional
internal and external resources from BCI.
• Incorporate Danaher Business Systems into work and by extension to customer engagements
through Daily Management, Waste Walks, Continuous Process Improvement, and Problem
Solving Process and becoming certified in these disciplines.

Job Requirements


The ideal candidate will possess the following skills and experience:
• Bachelor’s Degree in Medical Technology or similar
• Minimum of 2+ years of experience in a laboratory environment (MT/MLT/CLS preferred)
o 5 + years direct laboratory experience preferred
• Lab Management experience desirable
• Strong knowledge and/or expertise in National Commercial accounts with respect to processes,
contracting procedures, regulations, business analytics, and marketing opportunities. These
Global or National customers may be involved with any or all of these activities or market
segments: Reference Laboratories, Human Diagnostics or Pharmaceutical Human Clinical Trial,
Animal Diagnostics or Pharmaceutical Non (Pre)-Clinical Studies, Veterinary Clinical Diagnostics,
Human Clinical Diagnostics, Pediatric Clinical Diagnostics, Dialysis Laboratories and Blood
Donation Centers.
• The successful candidate must demonstrate the ability to negotiate this complex marketplace,
while keeping abreast of changes in the healthcare landscape and understanding and
communicating their impact on our business.
• The successful candidate must also demonstrate a high degree of impact and influence, excellent
communication skills and a desire and willingness to learn.
• Outstanding interpersonal skills and executive presence with an ability to work with people at
multiple levels both inside and outside of Danaher; can quickly build strong relationships and
quickly establish significant credibility, trust and support within all levels of the organization i.e.
customers, peers, subordinates and senior management) as well as developing strong
followership within the commercial organization.
• The successful candidate must demonstrate a strong command of organizational and time
management skills; with the ability to manage multiple deals, sales cycles, commitments and is
able to follow through keeping progress on all fronts.
• Strong competitive spirit and results orientation and relentless customer focus.
• Excellent strategic thinking; able to help customers articulate their strategies, create value and
profitable solutions to meet their needs
• Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the
key points, communicate effectively to h/her team, develop action plans and bring to a successful
• Ability to learn the technical aspects of the organization’s product line, to be able to liaison within
our internal and external customers, understanding the voice of the customer and leveraging the
relevant partners
• Ability to monitor and understand the supply chain and assist with inventory management.
• Ability to cultivate teams quickly.

Diversity & Inclusion
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, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 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.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.


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