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SCIEX · 5 months ago

Senior Key Account Manager

United States

Full-time

Remote

Senior Level

$100K/yr - $120K/yr

5+ years exp

Beckman Coulter Diagnostics is a global leader in clinical diagnostics, committed to innovating for tangible impact in patient health. The Senior Key Account Manager will lead strategic customer relationships, focusing on retaining and expanding business within existing accounts while identifying and securing new customer opportunities.

BiotechnologyManufacturingMedical DeviceProduct Design

Responsibilities

Develop and maintain strong relationships with C-suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems. Act as a trusted advisor, leveraging relationships to drive year-over-year growth, protect the base business, and influence decision-makers at both corporate and local levels

Analyze key financial performance indicators for assigned accounts and understand how Beckman Coulter Diagnostics solutions can impact their financial objectives. Collaborate with the Health Systems Executive to align with the customer's operating model, business challenges, and growth strategy

Lead the internal selling team to develop and execute a multi-year strategic account plan, using influence and persuasion to align short-term tactics with the account-specific value proposition for overall growth

Collaborate with the service organization to ensure successful installation, go-live, and post-install maintenance. Monitor account activities, provide a high-level overview, and escalate issues to leadership when necessary to ensure consistent, high-quality service

Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan. Maintain an accurate sales funnel, and deliver regular business reviews to customer business leaders

Qualification

Diagnostics Sales ExperienceFinancial AcumenAccount PlanningC-suite Relationship ManagementCross-functional CollaborationInfluencePersuasionCustomer Success FocusStrategic Thinking

Required

Bachelor's degree with 5+ years' experience or master's degree with 3+ years' experience

Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time

Preferred

3+ years of Diagnostics Sales Experience

Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics

Experience working collaboratively with local sales teams to support account execution and navigate long-term capital equipment sales cycles

Background in leading or participating in account planning sessions and contributing to executive-level business reviews with both customers and internal stakeholders