Sales Enablement Coach in Washington, District of Columbia at Beckman Coulter Diagnostics

Date Posted: 9/29/2019

Job Snapshot

Job Description

Job ID: BEC015547

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.


The Sales Enablement (Executive) Coach is responsible for providing field-based coaching to strengthen product/technical knowledge, sales strategy and tactics, business acumen and selling skills to sales representatives in the assigned (East US & Canada) Sales Area. The East Area Sales Enablement Coach is a member of the North America Commercial Operations Sales Training team and is based remotely. The position reports directly to the Sr Manager, North America Sales Training. 

Your key responsibilities would include (but are not limited to): 
• Coordinate with sales representatives and their managers in advance of any field coaching rides to build plans for time to be spent together. This is usually 1-3 days in the sales representatives’ territories making joint sales calls on laboratory customers. 
• Coach and provide feedback, both verbal and written, on observed behaviors during joint sales calls. This includes sales associates’ comprehensive performance in pre-call planning, executing sales calls and post sales call follow up. Strengths and areas of development of sales associates’ skill sets are reviewed with both the sales managers and the sales representatives after the field ride to plan for future coaching and recommended follow-up. 
• Consult with each Regional Sales Manager and the East Area Director each quarter to complete a Needs Assessment for prioritizing coaching field rides across the East Area. These assessments are to identify current skill gaps as well as strategic or tactical areas of focus when working with sales associates in their territories in the next quarter.
• Partner with peer Sales Enablement Coaches to plan and execute the (Foundational Sales Training) Capstone assessment training class, which is held at least once each quarter. This one-week training class concludes newly hired sales representatives’ initial training. 
• Meet or exceed quarterly performance metrics. 
• Support the development and delivery of training conducted at the North America Sales and Service Annual Meeting, as assigned.

Job Requirements


• Bachelor's degree with a minimum combined of 4 years in sales training or sales management in addition to at least three years of direct sales experience, preferably in the Laboratory Diagnostics industry.
• Must be willing to travel weekly, domestically and/or internationally, approximately 70% of the time; to include occasional weekend travel.
• Experience in leading without direct-line authority and 1:1 coaching.
• Advanced understanding of sales processes, preferably in the Diagnostics or Healthcare Industry.
• Must be able to act independently and handle multiple priorities and assignments simultaneously.
• Ability to influence and collaborate across business functions.
• Detail oriented with accomplished organizational/time management skills.
• Possess clear, concise and accurate written and verbal communications skills, 
• Strong active listening skills. 
• Strong proficiency in Microsoft Office (Word, Excel, PowerPoint) and SharePoint.
Desired Characteristics
• Experience with Medical Capital Equipment sales, preferably in the Laboratory Diagnostics industry.
• Familiarity with CRM/
• Familiarity with SPIN selling. 
• Excellent presentation and/or classroom facilitation skills.
• Certified 
• Knowledge of Adult Learning Principles 
• Demonstrated Project Management skills

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.