Product Sales Executive II (Chem/IA) in Baltimore, Maryland at Beckman Coulter Diagnostics

Date Posted: 6/9/2019

Job Snapshot

Job Description

Job ID: BEC014622

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.


Meet your next favorite leader!

We are looking for a Product Sales Executive who knows how to work with a team-based sales strategy—for both new and existing customers. You will be responsible for positioning chemistry and immunoassay solutions into hospitals and reference laboratories.

As our new PSE, your goal will be to accurately anticipate the needs of customers and execute on a sales strategy to help us become the technical vendor of choice. You will use your experience in laboratory workflow to effectively position our solutions (hardware,

reagents, systems and applications) in the Chemistry and Immunoassay space.

You will report to Chad Barden, Regional Sales Manager — who will coach you in using funnel management to design and implement your sales plan; and achieve your sales and financial goals. Leaders at Beckman Coulter focus on the growth and development of our associates, so if you’re looking to grow and take that next step in your career, we invite you to read on.

If you get this job, you will:

  • Serve as the Subject Matter Expert in Chemistry and Immunoassay; and predominantly call on customers who are in the active sales cycle
  • Develop and execute creative strategies to influence the decision criteria and utilize tactics to close the sale
  • Effectively link Beckman Coulter’s Chemistry and Immunoassay solutions to the technical, financial and business needs of the customer
  • Strategically use internal and external resources, including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute upon an account strategy
  • Implement the sales plan designed to achieve established sales and financial goals
  • Handle a long-term sales cycle (often years to develop) with many different decision makers at the account
  • Work remotely in your home office; and work with customers in the field
  • Travel to customer locations where you may have to stay overnight, depending upon the location of the customer and your home office

Job Requirements


Click on the apply button if you have the qualifications described below:

  • Two plus years of capital sales experience in a hospital or laboratory; as well as a bachelor’s degree (preferably in sciences)
  • Working knowledge of laboratory workflow, workload demands, and Chemistry and Immunoassay system needs in a hospital laboratory
  • Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers)
  • Strong communication and presentation skills; as well as the ability to conduct a clear, concise and accurate technical presentation
  • Ability to effectively overcome customer objections and win their business
  • Working experience of performing live instrument demonstrations
  • Highly motivated and success driven within a team environment
  • Excellent time and territory management habits
  • Working experience with distribution channels is a plus
  • Must be willing to travel 50-75% of the time

Physical Demands

The physical demands described here are representative of those that must be met by a Product Sales Executive to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The work environment may consist of an indoor in medical laboratories in a hospital or reference laboratory setting, work or home office environment with good ventilation, adequate lighting and low noise levels and/or subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, bio hazards, oils, extreme temperatures and work space restrictions while working in the field. Employees may be required to wear proper Personal Protective Equipment (PPE) while working in the field which may include eye and hearing protection, protective smock, steel toe shoes, gloves, hard hats, or face shields.

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, dental, 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.