Sales Rep II - Heme/UA Capital Equipment | White Plains NY in White Plains, New York at Beckman Coulter Diagnostics

Date Posted: 5/13/2018

Job Snapshot

Job Description

Job ID: BEC008816

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 Hematology/Urinalysis Capital Equipment Consultant (Hem/UA CEC) will represent Beckman Coulter Diagnostics working within a complex, team based selling process targeting prospective and current customers. The Hem/UA CEC will be responsible for positioning cellular analysis solutions 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. 

Leveraging their experience in laboratory workflow, Beckman’s historical and current product line (hardware, reagents, systems and applications), and intimate knowledge of customer needs, the Hem/UA CEC 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.

Essential Functions of this role are to:

Serve as Subject Matter Expert with a product discipline (Hematology and Urinalysis)

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 Hem/UA solutions to the customers’ technical, financial and business needs.

Strategically leverages internal and external resources including Service, Applications, Field Product Specialists, Leadership and Client Services to build and execute agreed upon strategy.

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

Predominantly call on customers who are in the active sales cycle 


Job Requirements


Bachelor’s degree preferably in a science field (preferably within Medical Technology) with 2+ years’ capital sales experience in hospital or laboratory setting 

Prefer individuals who have had direct experience working as a laboratory technologist or within a hospital laboratory setting

Working knowledge of laboratory workflow and Hem/UA 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 executive presence, communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately to various customer stakeholders. 

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

Working experience working with distribution channels

Must be willing to travel 50-70%

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.