6 days old

Government Accounts Manager

Chatsworth, CA 91311

The Scope of the role:

The main purpose of this position is to lead the sale (from a sales management position) of Beckman Coulter€™s entire portfolio of products and to sell Beckman Coulter Value in all instances. To this end, they must become expert in government accounts knowledge with respect to the Federal Acquisition Regulations (FAR), including contracting procedures and regulations. They also must understand and support Beckman Coulter federal supply schedules (FSS) and government services agreements (GSA) and all proposal processes as well as be experts in articulating differentiators necessary to command the greatest economic benefit. Responsibilities include government sales management support of all federal government accounts, primarily in the US West  coast geography. Strategic sales coaching and training of sales associates about Beckman Coulter and federal government processes and procedures is required. Collaborating with and supporting regional managers and area directors are core requirements while at the same time communicating with Sr. Beckman Coulter leadership at all times. Data Base management and knowledge of Sales Force.COM to properly manage sales opportunities is required.

Territory Coverage:

  • From a sales management level, maintain and grow existing and new Veterans Administration, Department of Defense and all federal government account contracts.
    • Establish time lines and lead sales campaign activities for both existing base and competitive VA Standardized Network Accounts.
    • Consult with and coach sales team members for all standalone (non- network) government accounts about processes and procedures.

      Product Categories:

      • The GAM has complete sales management responsibilities for all Beckman Coulter diagnostic products and services, as well as supporting the positioning of Life Science and Danaher operating company products and services.


        • The GAM is the IDN Manager and strategist in the VA standardized network sales, bringing in TSE€™s, PSE€™s, CITs and LASM€™s, etc. as €œspecial units€ for need against that strategy which is developed in collaboration with special units.
        • Leads €œIDN type€ Summit sessions, as necessary, using player profiles, sales account plans, and vulnerability analysis tools to develop more predictable outcomes.
        • Participates in activities necessary to differentiate BCI products and services at higher level leadership for federal government, including attending national trade shows.  


          • GAM€™s are key relationship builders with all government accounts (typically VA VISN Leaders and National Department of Defense leaders) and internal all Beckman Coulter associates. The customer facing relationships include; pathology, laboratory leadership, lab operators/technologists and contracting personnel.
          • GAM€™s reach out to external sources to support business activities as needed.

            Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The €œEEO is the Law€ poster is available here.","industry":"Medical Device


Posted: 2020-05-21 Expires: 2020-06-20

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Government Accounts Manager

Chatsworth, CA 91311

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