Product Sales Executive - Scopio

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At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward.

Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates.

Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health problems.

We are looking for a Product Sales Executive who knows how to work with a team-based sales strategy for both new and existing customers.

You will be responsible for positioning Scopio Digital Cell Morphology Clinical informatics into hospitals and reference laboratories.

As our new PSE, your goal will be to accurately anticipate the needs of customers and execute a sales strategy to help us become the technical vendor of choice.

You will use your experience in IT, laboratory, and hematology / pathology specific workflow to effectively position our solutions in the cell morphology space.

You will report to the National Digital Cell Morphology / Scopio Sales Manager who will coach you in using funnel management to design and implement your sales plan;

and achieve your sales and financial goals. Leaders at Beckman Coulter focus on the growth and development of our associates, so if you’re looking to grow and take that next step in your career, we invite you to read on.

In this role, you will have the opportunity to :

Serve as Subject Matter Expert with a product discipline (Digital Cell Morphology / Scopio / Clinical IT). Supports and participates in business reviews of high value customers by preparing content relative to current state of digital cell morphology products in the customer account;

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

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 Digital Cell Morphology solutions to the customers’ technical, financial, and business needs.

Evaluate customer workflow and determine customer configuration to include pathology workflow, infrastructure, Visio of IT, Implementation plan.

Assess customer security requirements and articulate solution capabilities to meet customer IT Security Concerns; Prepares customer for a successful implementation by identifying potential showstoppers during the sales process to find mutually agreeable solutions.

Develops appropriate solution documentation to support successful handoff to implementation team

• Use digital cell morphology to differentiate the BEC solution. Drive "stickiness" with existing customers by adding digital cell morphology products in mid-cycle of customer contracts, penetrate all competitive hematology accounts as a standalone solution, and win new competitive opportunities, all while gaining significant financial value for digital cell morphology solution.
• Strategically leverage 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 either standalone or bundled packages and process improvement;

Internal selling to demonstrate product as well as sell value to the local sales teams to ensure application of digital cell morphology products within the overall sale.

Act as a mentor to support the education of the field sales team around the digital cell morphology offerings to effectively position and sell the offerings.

The essential requirements of the job include :

• Bachelor’s degree preferably in science and / or technology field, and 3+ years of experience with 3-5+ years’ informatics or lab solutions sales experience (preferably in hospital or laboratory setting)
• Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers)
• Persuasive communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely, and accurately throughout.
• Ability to effectively overcome customer objections and turn them into wins
• Must be willing to travel 50% -75% of the time

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

• Working knowledge of workflow, workload demands, and Clinical IT / digital cell morphology / laboratory / pathology needs in a hospital setting
• Experience performing live instrument demonstrations
• Highly motivated to succeed within a team environment and excellent time and territory management habits

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 for this role is $85,000 - $100,000. 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.

We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus / incentive pay.

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.

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Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

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