Senior Product Sales Executive, CCIA
Danaher Corporation
Summary
The Senior Product Sales Executive (Chem/IA) is responsible for driving strategic growth, expanding market share, and advancing Beckman Coulter Diagnostics' position within the clinical chemistry and immunoassay market. This role requires deep expertise in laboratory operations, financial drivers, and healthcare economics, along with the ability to develop and execute complex account strategies across diverse health system environments.
Job description
You will lead Chem/IA growth strategies within assigned accounts, identifying opportunities for consolidation, competitive displacement, and long-term expansion. This position reports to the Regional Sales Manager. Candidates must reside in territory, covering the Virginia area.
In this role, you will have the opportunity to:
- Develop and execute strategic account plans by analyzing KPIs, identifying growth opportunities, and driving retention, expansion, competitive displacement, pipeline accuracy, forecasting, and overall opportunity execution to advance and close complex deals
- Lead "Day in the Lab" engagements to uncover operational inefficiencies and position integrated solutions using workflow analysis, capacity modeling, and reagent mapping
- Develop and structure financial strategies that align with customer objectives and Beckman Coulter goals, including value-based selling and complex deal structuring
- Orchestrate cross-functional teams (CIT, LASM, Microbiology, Hematology, and others) to develop and execute multi-disciplinary strategies for must-win opportunities
- Build and deepen relationships with executive and clinical stakeholders to influence decisions and deliver long-term customer value
The essential requirements of the job include:
- Bachelor's degree with 5+ years' experience or master's degree with 3+ years' experience
- Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions
- Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth
- Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions
- Proficient in Salesforce for managing sales cycles, forecasting accuracy, and developing strategies to influence key decision-makers across various roles
- Strong executive presence with advanced communication, presentation, and interpersonal skills, capable of building long-term relationships and demonstrating financial value to stakeholders
Travel, Motor Vehicle Record & Physical/Environment Requirements:
- Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time
- Must have a valid driver's license with an acceptable driving record
It would be a plus if you also possess previous experience in:
- 5+ years of diagnostics sales experience with deep understanding of laboratory environments and market dynamics
- Demonstrated ability to align solutions to customer financial and operational priorities, including healthcare economics
- Experience navigating complex, long-term capital equipment sales cycles and competitive displacement strategies
- Experience leading account planning and delivering executive-level customer engagements and business reviews
Requirements
- Bachelor's degree with 5+ years' experience or master's degree with 3+ years' experience
- Extensive experience in diagnostics sales with a deep understanding of laboratory environments, market landscapes, and CIT and Automation solutions integration into Chem/IA discussions
- Proven ability to craft and execute financial strategies, aligning pricing with both customer and company goals while leveraging creative deal structuring to drive growth
- Skilled in driving complex, multi-disciplinary strategies, including consolidation and displacement, while collaborating cross-functionally with stakeholders to deliver impactful solutions
- Proficient in Salesforce for managing sales cycles, forecasting accuracy, and developing strategies to influence key decision-makers across various roles
- Strong executive presence with advanced communication, presentation, and interpersonal skills, capable of building long-term relationships and demonstrating financial value to stakeholders
- Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time
- Must have a valid driver's license with an acceptable driving record
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Paid time off
Company overview
Danaher Corporation is a leading global science and technology innovator headquartered in Washington, D.C., specializing in biotechnology, life sciences, and diagnostics. Founded in 1984 by brothers Steven and Mitchell Rales, the company has evolved from its origins as a manufacturing conglomerate into a premier healthcare technology organization with approximately 63,000 employees worldwide. Danaher operates through three core divisions: biotechnology (28% of revenues), which develops products for therapeutic development; life sciences (31% of revenues), focused on disease identification, new therapies, and drug testing/manufacturing; and diagnostics (41% of revenues), providing instruments, consumables, and software for disease diagnosis. The company's portfolio includes renowned brands such as Beckman Coulter, Cytiva, Pall Corporation, Cepheid, Leica Microsystems, and Abcam, serving pharmaceutical companies, biotechnology firms, healthcare providers, and research institutions globally. Danaher is distinguished by its Danaher Business System (DBS), a continuous improvement methodology that drives innovation and operational excellence. With 2024 revenues of $23.9 billion, the company ranks 180th on the Fortune 500 and plays a critical role in advancing scientific research, improving diagnostic capabilities, and accelerating the development of life-saving therapies.