Distribution Sales Executive II in New York City, New York at Beckman Coulter Diagnostics

Date Posted: 10/29/2019

Job Snapshot

Job Description

Job ID: BEC016286

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 www.beckmancoulter.com.
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.


Distribution Sales Executive
The Distribution Sales Executive (DSE) will represent Beckman Coulter Diagnostics with the distributor to
the customer and will be the business manager of their territory. The DSE will actively promote the
company and position our products and services in the non-acute market by anticipating customer needs
and executing on a sales strategy to become the vendor of choice. . The DSE will own, maintain and
foster distributor and account relationships at all levels and leverage cross-discipline subject matter
experts to provide a total solution based on the customer’s needs. The DSE will drive and own core
growth by footprint expansion through retaining base business and adding competitive disciplines and
test menu.
  • As the primary interface with the customer, the DSE owns and develops the account strategy in
  • coordination with the distributors and their Beckman Coulter Inc. team members. The DSE will uphold
  • current knowledge of the customers’ business, financial and technical needs and competitively position
  • on products through strategic sales technics to put Beckman Coulter in the position to win
  • As the business manager of their territory, the DSE will implement a business plan designed to achieve
  • established annual sales and financial goals and will drive countermeasures where gaps occur. The DSE
  • will manage the funnel of sales opportunities and provide accurate forecasting of opportunities by strong
  • daily management of dashboards.
  • Essential Functions of this role are to:
  • Partner with Beckman Coulter Inc. team members and distributors to call on accounts, and as needed
  • IDNs, in the sales territory and be able to prioritize sales activities in those accounts in an active sales
  • cycle (existing and competitive) to position Beckman Coulter products for customer’s needs
  • Utilize key influencers for developing and closing sales through distribution in physician offices,
  • regional reference labs, student health centers, urgent care and community and public health
  • laboratories.
  • Through solid market and competitive knowledge, develop and execute creative strategies to
  • influence the decision criteria and utilize winning tactics to close the sale.
  • Effectively link Beckman Coulter’s solutions to the customers’ technical, financial and business
  • needs.
  • Own and Manage the preparation & execution of business reviews, account plans, regional meetings
  • and product shows.
  • Implement the sales plan designed to achieve established sales and financial goals
  • Involve product experts in the development of account strategy, and throughout the sales process.
  • Responsible for contracting and pricing strategy for territory POL customers.

Job Requirements


  • Bachelor’s degree preferably in business or science field with 4+ years’ sales experience in
  • distribution, hospital or laboratory setting.
  • MBA preferred
  • Strong relationship building skills with distributor sales and management partners and effectively
  • collaboration and coordination of resources. Solid understanding of tactical sales skills (prospecting,
  • qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
  • That isWorking knowledge of laboratory workflow, workload demands and system needs in a POL
  • laboratory.
  • Proactive approach analyzing, diagnosing and prescribing strategic business solutions to meet
  • objectives.
  • Strong communication and presentation skills; demonstrated ability to conduct a technical
  • presentation and be able to articulate clearly, concisely and accurately throughout.
  • Highly organized, with strong and disciplined program and sales management skills; manages
  • distributor relationships, works diligently within the sales cycle activities, prepares for and delivers
  • business reviews effectively(with distributors, customers and internally)
  • Has strong follow up and follow through skills.
  • Highly motivated and success driven within a team environment
  • Excellent time and territory management habits
  • Working experience with personal computer, e-mail, CRM application (SFDC) and Microsoft Office
  • programs
  • Must be willing to travel 50%.
  • Environment:
  • The work environment for this position is field sales based with home office.
  • The field sales activity will take this individual into customers’ locations and moderate physical activity
  • (e.g. lifting/carrying of materials) occurs.
  • Overnight travel is required, amount is predicated on home office location and territory activity.

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.