Job Information
Danaher Corporation Key Account Manager in Lane Cove, Australia
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.
As a KAM at Beckman Coulter, you'll orchestrate 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.
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.
If you're ready to drive change and shape the future of diagnostic solutions, join Beckman Coulter and be part of our journey towards excellence. Take the next step in your career – apply today to be our next Key Account Manager and help define the future of diagnostic healthcare!
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 competing for new business opportunities.
Articulate strategy and deliver comprehensive plans to convert current and competitive accounts.
Manage complex accounts through expertise in critical technical knowledge.
Promote all company product portfolios through personal contact with medical practitioners, medical scientists, procurement teams, laboratory personnel, administrators, and senior executives.
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.
Assess customer requirements and opportunities through team collaboration and on-site visits, devise Account Plans using the Value Selling Method and advise on the most appropriate products and financial solutions to fulfil requirements.
Maintain customer database (Salesforce.com) and prepare reports as required on a regular basis and in a timely manner to facilitate the company’s reporting requirements.
Maintain and increase Funnel in terms of size, shape, and velocity through Saleforce.com. This should form the basis of the territory’s forecast.
Provide feedback to develop sales budgets and suggest appropriate strategies to achieve objectives. Develop detailed multi-site Account Plans in collaboration with the commercial team, derive strategy and ensure effective implementation.
Undertake training courses or development programs as required to improve personal levels of knowledge and skill to the level required to meet personal and company objectives.
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.
Review complex data reports on testing patterns, ordering patterns and OBI reports to devise novel approaches to increase profitability in target accounts. Use this data to develop effective strategies that improve Core Value Drivers.
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.
Establish expert level proficiency in the Challenger Sales Methodology and utilise this in conjunction with Value Selling Framework within the assigned territory. Territory Assignment may be changed from time to time in accordance with operational need and commercial strategy.
Develop and achieve budgets and forecasting accuracy
The essential requirements of the job include:
Proficient in strategic and corporate account management with strong delegation and influence abilities without direct authority.
Extensive sales and key account management experience, including contract management.
Effective and professional interaction skills with all levels of healthcare industry hierarchy, with proven Capital Equipment sales experience.
Highly self-motivated, capable of working with minimal supervision, adaptable to changing market or company requirements.
Strong organisational skills with the ability to prioritise projects effectively.
It would be a plus if you also possess previous experience in:
Experience in the IVD lab environment
Demonstrated success in complex key account stakeholder management and large deal negotiations
Relevant tertiary qualifications
At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a hybrid work arrangement in which you can work part of the time at the Company location identified above and part of the time remotely from your home. Additional information about this hybrid work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.
At Danaher we bring together science, technology and operational capabilities to 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. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. 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.