Key Account Manager

Qualifications

• Bachelor’s degree (preferably within business or sciences)
• Five years of Diagnostics Sales Experience
• Travel 50%-75% of the time
• Understanding the business and financial goals of your customer and put together a sound strategy on how Beckman Coulter Diagnostics is their partner of choice
• Hospital operating financials and healthcare economics
• Leading the weekly and monthly account plan tactics, work diligently within the sales cycle activities, prepare for and deliver business reviews at an executive level (both with customers and internally)

Responsibilities

• As the Key Account Manager (KAM), you are responsible for selling Beckman Coulter Diagnostics solutions and entire portfolio, within assigned strategic customer accounts
• You are the guardian of the strategic customer relationship and are focused on retention, penetration and net new customer selling
• Responsible for driving profitable revenue and closing opportunities within assigned accounts by initiating; developing and/or delivering unique solutions that result in improved customer outcomes and benefits Beckman Coulter Diagnostics
• You will work with internal teams, such as Health Systems Executive, local sales teams, Service, Finance, Client Services, Marketing to ensure all commitments are met per the contractual agreements
• Investigates and understands the strategic account and their business environment including goals; objectives; strategies and competitive situation
• Identifies industry trends and changing market regulations and how those may impact their customers
• The KAM will provide positive influence and leadership within teams and will act as a mentor
• Partner and develop relationships within the C-suite at the hub IDN as well as key stakeholders within the different accounts attached to the Health System (i/e Committee Members, Procurement, Medical Directors etc.) Maintains a detailed understanding of customer decision makers and influencers, at the corporate and local levels; builds and preserves customer relationships to leverage in driving YOY growth in new sales and protecting base business while acting as a trusted advisor to the customer
• Understands; analyzes and accurately interprets key financial performance indicators for assigned customer accounts and how Beckman Coulter Diagnostics solutions will impact targeted financial objectives
• Partnering with the assigned Health Systems Executive understand the customers current operating model, business challenges, critical metrics and growth strategy to develop a multi-year plan and leads through persuasion and personal influence an internal selling team to develop an actionable account strategy with short-term tactics to deliver account-specific Beckman Coulter Diagnostics value proposition resulting in overall growth
• Partner with service organization to ensure that installation, go live and post install maintenance are successful
• Provides a high-level view of all activities going on within individual accounts to ensure that the customer is provided with high quality, consistent service
• Course correct and escalate to leadership when needed
• Utilizing DBS tools, coordinates all appropriate Beckman Coulter Diagnostics resources to execute the strategic account plan including assigning roles; expectations; responsibilities and timelines; engages members of the team through ongoing communication; tactical planning and execution
• Partnering with local sales teams to provide informal leadership, providing overall account strategy and ensuring accountability of the regional teams with the day-to-day tactics

Benefits

• This position is eligible for a remote work arrangement in which you can work remotely from your home
• The base salary range for this role is $115,000-$140,000
• 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