Key Account Manager - Yorkshire & North West in Nationwide United Kingdom at Beckman Coulter Diagnostics

Date Posted: 2/8/2018

Job Snapshot

Job Description

Job ID: BEC008491

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems are found in hospitals and other critical care settings around the world and 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. Hospital laboratories are our core clinical diagnostic customers. Our life science customers include pharmaceutical and biotechnology companies, universities, medical schools and research institutions. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on six continents. For more than 75 years, our products have been making a difference in people’s 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 is an equal opportunity employer. We evaluate qualified applicants without regard to race, colour, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Key Account Manager- Yorkshire and North West UK (Derbyshire, Yorkshire, Manchester, Lancashire)



Role Mission:-

To support key customers within the designated geographical area and promote the Company's range of Core Blood Science laboratory diagnostic products in a confident, articulate and compelling manner.

Role Function:-

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.

Internal and external contacts:-

External customers: - Predominantly NHS Blood Sciences Laboratory personnel and NHS management.

Internal customers:- liaison with Regional Sales Manager; National Sales Manager; Field Service Supervisor; Business development manager; Marketing; Customer Service; Field Service, Help Desk, Finance, Contracts and Managed Service Group.

Roles & Responsibilities:-

  • Drive 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.

  • Arrange and execute contract review meetings to include presenting complex financial data.

  • Be proficient with Beckman Coulter Tools to provide quotes and proposals

  • Recognition and expert level management of the sales cycle and adhoc sales opportunities at all times

  • Have a good understanding of Beckman Coulter UK's diagnostics Market

  • Monitor and report on competitor and market place trends to allow rapid reaction to market movements

  • Ensure retention rate is maintained for current customers

  • Proactively seek opportunities to convert competitor business

  • Initiate and maintain contacts with recognised key opinion leaders

  • Pro-actively maintain existing business base through account management and promotion of products, working with key internal and external contacts

  • Present action plans at regular intervals to the UK senior leadership team.

  • Ensure the sales process is on track at all times in line with the company's requirements at sales stage

  • Ensure the 'Voice of the Customer' is promoted to meet customer satisfaction metrics

  • Accurate data management through Salesforce CRM system.

Job Requirements


Skills & Experience

To be successful in this role you must be results orientated with the determination to succeed within a fast paced and complex environment.

The ideal candidate should have the following;

  • A proven track record in meeting and exceeding sales targets, preferably in core laboratory solutions

  • Experience in direct selling in a similar sector or a sector with a large proportion of tender responses.

  • Outstanding planning and organization skills and evidence of execution on plans

  • Bright and articulate with excellent attention to detail

  • Proven ability to work alone and as part of a team and particularly when leading a tender response.

  • BSc or equivalent qualification on a scientific subject or significant experience in a similar role

  • 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

  • A full clean UK driving license

  • Reside within assigned geographical territory

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 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% 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.