Area Sales Manager - Distribution Sales (Central US)

• Bring more to life.

  Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

  At Beckman Coulter Diagnostics, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact. 

  You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.

  As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence.

  This position reports to the National Director, Channel Sales and is a part of the distribution team working remotely to cover the Central Area of the US to include from North Dakota to Alabama covering over 15 states in between.

  Learn about the Danaher Business System which makes everything possible.

  The Area Sales Manager (ASM) – Distribution Sales leads a team of 7–8 Key Channel Executives to achieve sales goals, protect margins, and expand our presence in the highly competitive non-acute diagnostics market as well as independent hospitals not affiliated with a health system or IDN.  This role is responsible for strategic planning, coaching, and execution to ensure revenue, profit, and customer satisfaction targets are met in partnership with authorized distributors and their sales teams.  In addition to managing a team, this role is responsible for managing the forecasting and funnel management, to align with meeting and exceeding targeted sales goals. The ASM will collaborate with distributor leaders and reps to align on targets and goals for the area along with partnering to support Beckman Coulter customers. The ASM drive sales in the non-acute space - physician office labs, clinics, reference labs, and other laboratories including independent hospitals, while also contributing to larger strategic opportunities with corporate and national account teams to support overarching business strategy and approach.

  In this role, you will have the opportunity to:

• Lead and inspire a team of Key Channel Executives to achieve sales and financial goals in the non-acute and independent hospital diagnostics market, partnering closely with distributors to execute area strategies.
• Strengthen customer and channel relationships by developing high-impact partnerships and collaborating with distribution leaders on joint sales initiatives.
• Guide your team on account strategy, pricing, and deal structure to ensure profitable growth while removing obstacles to success.
• Support your team on territory management and increasing market share performance in the area.
• Maintain accurate sales forecasts, present dashboard metrics, and ensure consistent adoption of SFDC to manage and track performance. Actively use and leverage all sales tools to support the team and overall management of the area.
• Lead monthly Ops reviews for the area aligning the cross functional support of initiatives and tactics.
• Establish team cadence and calendar to effectively and efficiently manage the team performance and execution, establish strong distributor relationships for the market and excel in customer satisfaction for the area.

The essential requirements of the job include:

• BS/BA degree required with 9+ years of complex clinical sales experience, selling into the non-acute space with a strong preference towards the diagnostics space and through distribution channels.
• Robust competitive spirit and results orientation and relentless customer focus.
• High potential sales leader/manager/performer with a solid track record of career progression and runway to develop further with a history of driving for results; demonstrated track record of sales growth, customer experience and market share growth.
• Relentlessly attracts, engages and develops people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial
• 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.
   

• Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Must be willing to travel approx.. 60%, including overnight travel.
• Must have a valid driver’s license with an acceptable driving record
   

• It would be a plus if you also possess previous experience in:

• Previous experience leading teams is preferred.
• Previous experience in lab diagnostics, device or distribution strongly preferred.
• MBA degree preferred with 7+ years of experience.
   

• Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.

  At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

  The salary range for this role is $103,000 - $170,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $213,000 – $280,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.
   

  We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

  Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com.

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