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Senior Area Sales Director - West in Seattle, Washington at Beckman Coulter Diagnostics

Date Posted: 4/7/2019

Job Snapshot

Job Description

Job ID: BEC014000

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 Area Director ensures sales success by setting the strategic direction for account management, developing/executing NACO (North America Commercial Operations) sales standard work and removing obstacles preventing account management success. Develops relationship with top 10 account in sales area and ensures alignment with service partner. The Area director will lead a team of geographically based Regional Sales Managers (RSMs). The Area Director will lead, coach, develop and model best practices and advanced methodologies to RSMs and field sales associates. 

Position Responsibilities:
  • Sets the tone of the culture for their Area business through strong leadership, engagement, coaching, support, and development 
  • Provides strategic coaching and guidance to the Area team (both direct reports and sales reps) while pressure testing sales strategy to identify gaps.  Coach and collaborate with the team to remove obstacles for successful execution of strategy. 
  • Acts as a strong conduit of communication from the top down and the bottom up to ensure alignment of both feedback and expectations.
  • Accountable for achieving Area financial goals, largely through IDN wins. P&L responsibility
  • Drive accountability to funnel management process and standard work, implement countermeasures as needed to improve. 
  • Attend IDN Summit and provide summit support as applicable.
  • Drive accountability to Account Plan Standard Work and timely completion.  Reviews Account Plan for quality and execution.
  • Provide timely council, review and approvals of RFPs, Master Agreements and Amendments
  • Participate in business reviews for top 10 accounts
  • Rigorous pursuit of identifying, selecting and developing high performing sales talent

Job Requirements



Qualifications

  • 18+ years', progressive commercial experience in a (Sales Management)business that serves similar customers or sells similar products
  • BS/BA degree, MBA degree preferred
  • Complex sales environment
  • Industry – Medical Device
  • Organizational (EQ) & Political Savviness – how to work up and down in the organization, self-awareness (both for yourself and others)
  • Strong competitive spirit and results orientation and relentless customer focus.
  • Excellent strategic thinking; able to help customers articulate their strategies, create value and profitable solutions to meet their needs
  • Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build strong  relationships and quickly establish significant credibility, trust and support within all levels of the organization (i.e. Customers, peers, subordinates and senior management) as well as developing strong followership within the commercial organization.
  • Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. 
  • Is able to influence strongly cross-functionally within the organization and at customer sites, gaining buy-in and engagement
  • Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to h/her team, develop action plans and bring to a successful conclusion.
  • Ability to cultivate teams quickly.
  • High potential performer with a solid track record of career progression and runway to develop further
  • Delivers results; demonstrated track record of driving sales growth, customer experience and market share growth.
  • Excellent process orientation with a proven track record of leading sustainable change and continuous improvement.
  • Cultivates and enables breakthrough thinking within the organization to help drive revenue growth
  • Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.
  • Relentlessly attracts, engages and develops people
  • Computer Literacy (MS Office Suite), Salesforce, Sharepoint, One Drive, Tableau
Key Competencies:
  • Coach their teams to drive engagements that a) enable customers to articulate their strategies, create value and profitable solutions to meet their needs. Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. Is able to influence strongly cross-functionally within the organization and at customer sites, gaining buy-in and engagement
  • Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build strong  relationships and quickly establish significant credibility, trust and support within all levels of the organization (i.e. Customers, peers, subordinates and senior management) as well as developing strong followership within the commercial organization. Presentation skills
  • Managing Your Business - Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to h/her team, develop action plans and bring to a successful conclusion. Business Acumen
  • Leadership attributes - Sets the tone of the culture for their business through strong leadership, engaging their teams, coach, support, development. Hiring the right person for the right role (RSM) – bring strong leadership on staff through both development and sourcing and hiring. Sets a high bar for their teams and models what great looks like from both a sales competency and leadership perspective. Drives change and continuous improvement and innovation on their teams. Able to respond quickly and effectively when the unexpected happens and lead positively through change. 

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.