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Strategic Key Account Manager in Birmingham, United Kingdom at Beckman Coulter Diagnostics

Date Posted: 1/9/2019

Job Snapshot

Job Description

Job ID: BEC012408

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.


Strategic Key Account Manager – National (Field Based)
Role Mission:-
To acquire and retain selected key customers in the UK & Ireland through promoting the Company's range of Core Blood Science laboratory diagnostic products in a confident, articulate and compelling manner.
Role Function:-
Reporting to the Senior Manager Sales UK/Ireland. Responsible for meeting and exceeding assigned sales numbers and overall revenue targets derived from instrument placements, reagent orders and service revenue. The successful candidate will act as the primary customer facing company representative both internally and externally within carefully selected, strategically important, and deliberately targeted locations.
Internal and external contacts:-
External customers: - Predominantly NHS Blood Sciences Laboratory personnel, NHS Management, C-Suite Executives, Private Sector Commercial Laboratories.
Internal customers:- liaison with all Senior Leadership functions, Regional Sales Manager, Field Service Supervisor; Business Development Manager; Marketing; Customer Service; Field Service, Help Desk, Finance, Contracts and Managed Service Group.
Roles & Responsibilities:-
  • Set, lead and execute the agreed sales strategy to achieve market share gain within the territory. Be the primary contact for customers and engage with them to ensure business opportunities are maximised – both retention and competitor accounts.
  • Be part of and/or lead a multi-disciplinary sales process for account tenders.
  • Be proficient with Beckman Coulter Tools to provide compelling proposals
  • Expert level management of the consultative sales cycle and adhoc sales opportunities, at all times
  • Have a good understanding the UK/IRE diagnostics Market
  • Monitor and report on competitor and market place trends to allow rapid reaction to market movements
  • Ensure retention rate is maintained in nominated accounts
  • Proactively seek opportunities to convert competitor business
  • Initiate and maintain contacts with recognised key opinion leaders
  • Present action oriented plans at regular intervals to the Senior Leadership team.
  • Ensure the sales process is on track, at all times, in line with the company's requirements and customer’s buying cycle
  • Ensure the 'Voice of the Customer' is promoted to meet customer satisfaction metrics
  • Accurate funnel management using the CRM system.

Job Requirements


Skills & Experience
To be successful in this role you must be results orientated, highly driven, self-motivated with the determination to succeed within a fast paced and extremely complex environment.
The ideal candidate should have the following;
  • A proven track record in meeting and exceeding sales targets, preferably in core laboratory solutions or a complex, high value, solution sale environment
  • Experience in direct selling to the NHS, or a sector with a large proportion of tender responses.
  • Outstanding planning and organization skills with evidence of creation and execution of strategic account plans
  • Bright and articulate with excellent attention to detail
  • Proven ability to work alone and as part of a team
  • Multiple examples of successfully leading/project managing a complex tender response
  • BSc or equivalent qualification on a scientific subject or significant experience in a similar role is desired but not essential
  • An understanding of the NHS and diagnostic testing in a hospital environment
  • An understanding of business management systems, including excel, word, PowerPoint and CRM tools
  • Experience of Miller Heimann and using consultative selling principles
  • A full clean UK driving license
  • Reside within the UK mainland

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.