Key Account Manager VIC - Diagnostics

Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.

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 challenges. Beckman Coulter, a renowned global leader in IVD, offers a diverse portfolio including laboratory analyzers across chemistry, immunoassay, hematology, urinalysis, microbiology, automation systems, and middleware. In Australia and New Zealand, we are expanding aggressively, focused on delivering superior customer service, fostering advocacy, and securing sustainable new business.

The Key Account Manager for Beckman Coulter Diagnostics is responsible for orchestrating the sales of our cutting-edge analyzers and automation systems, ranging from individual units to national networks of pathology laboratories. Deals can be very large and varied, involving cash and lease options for hardware, service agreements, and consumable items over multiple years. Our customers seek solutions that make financial sense while appreciating our expertise in scientific and medical outcomes, and our ability to provide operational analytics, that enable them to envisage the future of their laboratories.

Your responsibilities will include nurturing existing customer satisfaction, cultivating new advocacy, and building trust across all levels. You'll leverage insights to convert challenges into opportunities, collaborate closely with engineering and applications teams, and provide innovative solutions that meet our customers' evolving needs.

Location: This position is part of the Sales department located in Melbourne and will be fully remote based in Melbourne. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

You will be part of the Sales team and report to the National Sales and Marketing Manager. If you thrive in a multifunctional role and you are ready to drive change and shape the future of diagnostic solutions, join Beckman Coulter and be part of our journey towards excellence.

In this role, you will have the opportunity to:

• Achieve sales targets for Hardware and Consumables by identifying new opportunities to increase market share and generate revenue within allocated accounts, which consist of retaining existing business, expanding through existing customers, and articulating comprehensive plans to compete for new business opportunities.
• Promote all company product portfolios through personal contact with medical practitioners, medical scientists, procurement teams, laboratory personnel, administrators, and senior executives.
• Manage complex accounts through expertise in critical technical knowledge, team collaboration and on-site visits. Develop key accounts to reach their maximum potential by promoting the entire product range in conjunction with assistance from Application Specialists, CAS, Service Department and Senior Management as agreed in your Account Development Plans. This includes using the Value Selling Method and advise on the most appropriate products and financial solutions to fulfil requirements.
• Liaise externally with and assist our customers to achieve a superior level of customer service. Attend to customer concerns in a timely and professional manner. This may involve state, interstate, and international travel. Liaise internally with Commercial, Service, Regulatory and CAS Teams to ensure optimal account management and increase customer satisfaction. Interact across Danaher Operating Companies as required for improvement of customer experience.
• Maintain customer database (Salesforce.com) and prepare reports as required on a regular basis and in a timely manner. Maintain and increase Funnel in terms of size, shape, and velocity through Saleforce.com. This should form the basis of the territory’s forecast. Prepare quotations, financial proposals and respond to Tenders, RFI’s in conjunction with CAS / Sales Management, using the resources available and maintaining the company’s profit objectives. Develop and achieve budgets and forecasting accuracy.
  
  

The essential requirements of the job include:

• Bachelor’s degree in Life Sciences, Business or relevant areas.
• 5 to 10 years of experience in Account Management/ Key Account Management roles, involving: strong delegation and influence abilities without direct authority, complex key account stakeholder management, contract management, and large deal negotiations.
• Proven Capital Equipment sales experience, demonstrating effective and professional interaction skills with all levels of healthcare industry hierarchy.
• Experience in the IVD environment in any capacity (lab environment, applications, engineering, customer service, or sales).
• Highly self-motivated, capable of working with minimal supervision, with strong organisational skills, adaptable to changing market.
  
  

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.

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.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.