Product Sales Executive in Los Angeles, California at Beckman Coulter Diagnostics

Date Posted: 11/9/2018

Job Snapshot

Job Description

Job ID: BEC013241

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.


Description

The Clinical IT Product Sales Executive (Clinical IT PSE) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The Clinical IT PSE will be responsible for positioning Beckman Coulter’s Healthcare Informatics portfolio into hospitals and reference laboratories by anticipating the needs of those customers and executing on a sales strategy to become the technical vendor of choice. 
Sales Consultants will drive Informatics revenue by selling both as part of a bundle with other Beckman Coulter products (primarily IVD Analyzers) as well as software-only sales that can comprise completely of new Informatics solutions or upgrades to existing Informatics solutions already utilized by the customer. This role works closely with regional sales consultants for other Beckman Coulter products, National sales leaders of Strategic Accounts and activation / application teams. 
Leveraging their experience in laboratory workflow and information technology, Beckman’s historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the Clinical IT PSE will competitively position our products through strategic sales techniques that put Beckman Coulter in a position to win. Through active funnel management, the incumbent will successfully implement a sales plan designed to achieve established sales and financial goals.
Products available to the Sales Consultant include Remisol Advance, Command Central, PROService, Extended Quality Control (EQC), Dashboards and hc1.com.  These products support both the workflow and commercial elements necessary for a Laboratory’s success. 

Essential Functions of this role are to:
  • Serve as Subject Matter Expert with a product discipline (Clinical IT)
  • 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 Clinical IT solutions to the customers’ technical, financial and business needs.
  • Evaluate customer workflow and determine customer configuration to include IT infrastructure, Visio of IT, Implementation plan.
  • Supports and participates in business reviews of high value customers. Support business reviews by preparing content relative to current state of IT products in the customer account. 
  • Evaluate customer security requirements and articulate solution capabilities to meet customer IT Security concerns 
  • Leverages Clinical IT to differentiate the BEC solution. Drives "stickiness" with existing customers by adding CIT products in mid-cycle of customer contracts, as well as win competitive opportunities. Gains significant financial value for IT solution.
  • Strategically leverages internal and external resources including Service, Applications, Laboratory Automation and Clinical Information Technology Specialists, Leadership and Client Services to build and execute agreed upon strategy.
  • Collaborates with team in building a strategy that would influence decision criteria in our favor to become TVOC for clinical IT and process improvement. Owns appropriate tactics as part of strategy.
  • Prepares customer for a successful implementation by identifying potential “show stoppers” during the sales process to find mutually agreeable solutions.  Develops appropriate solution documentation to support successful handoff to implementation team 
  • Continuous Process Improvement (CPI) – Works with all relevant teams to share their knowledge and experience on how to make all elements of people, process, product better for customers 
  • Escalates as Needed – Sales leaders and Informatics Product specialists IT are available to support the Sales Consultant and should be leveraged as needed 
  • Mentor - Support the education of Beckman Coulter’s field sales team around our Informatics offerings to enhance their overall effectiveness in positioning and selling these offerings. 
  • Implement the sales plan designed to achieve established sales and financial goals
  • Manage a long term sales cycle (often years to develop) with many different customer decision makers 
  • Follow through quickly and thoroughly on agreed upon actions with customer to advance the sale

Job Requirements



Qualifications

  • Bachelor’s degree preferably in science and/or technology field with 4+ years of experience with 3+ years’ informatics sales experience (preferably in hospital or laboratory setting)
  • Working knowledge of laboratory workflow, workload demands, and Clinical IT system needs in a hospital laboratory
  • Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics. 
  • Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout. 
  • Is able to effectively overcome customer objections and turn them into a competitive win
  • 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 personal computer, e-mail, and Microsoft Office programs
  • Must be willing to travel up through 50%
  • Preferably in LIS or Laboratory Workflow Management solutions 
  • Proven success working in a team selling environment 
  • Knowledge of system interoperability – HL7, ASTM, TCP/IP, FTP 
  • Knowledge of Informatics Infrastructure – Network Administration, IT Security, etc. 
Physical Demands: 
The physical demands described here are representative of those that must be met by an employee 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.

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. 



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.