6 days old

Regional Sales Manager (Boston, MA)

Boston, MA 02109

Beckman Coulter Diagnostics, an operating company of Danaher Corporation, is recruiting for a Regional Sales Manager in the Boston, MA area. This role will oversee a sales team in the New England area.

The Regional Sales Manager (RSM) will lead a team of cross disciplined sales executives. This includes, coaching your sales teams to increase sales revenue through market penetration and promotion of Beckman Coulter Diagnostics portfolio of products.

Beckman Coulter Diagnostic systems are used in complex biomedical testing, and are found in hospitals, reference laboratories and physician office settings around the globe. 

As our new RSM, your goal will be to lead sales teams through long sales campaigns with hospitals and laboratories within your defined region. You will also be instrumental in contributing to larger strategic opportunities including corporate, government, national and IDN accounts in partnership with sales executives and managers leading those campaigns. 

If you get this job, you will:

  • Lead team and ensure sales standard work is followed within pods.
  • Accountable for driving adoption and use of account plans (sales standard work). 
  • Regularly reviews account plans for quality and ensures team is accountable to the action plan.
  • Act as Advisor/Coach/Consultant and empowers team to create/drive/own account
  • strategy.
  • Has accountability to action plans and removes obstacles preventing account management success.
  • Attends/contributes to the Top 10 account business reviews for their region. 
  • Drives adoption and use of Business Review sales standard work (SSW). 
  • Develop relationship with top 10 accounts in region and ensures alignment with service.
  • Provides consulting/coaching on pricing strategy. Approves proposal with margin acceptability, deal structure.
  • Owns core growth for sales region including: establishing regional strategy, communicating plan and driving accountability of team. Countermeasures gaps.
  • Select, coach, train and develop sales representatives in building a strong, progressive, and motivated work team as well as providing team leadership
  • Accurately forecasts sales for region. Owns presentation of dashboard metrics on weekly pod calls. Drives adoption of SFDC as a vital tool to manage business.
  • Implements a personal business plan designed to achieve established annual sales and financial goals. Drives countermeasures where gaps occur. Reviews the business plans of associates and coaches to gaps regularly.
  • Attends IDN Summit. Participates in IDN Account Plan creation and development.
  • Provides support to the IDN Manager on building and executing IDN strategy. 
  • Ensures delegated tasks are completed on time for self and team members. 
  • Ensures sales team tactics are aligned with IDN strategy.
  • Owns Growth War Room presentation and implements countermeasures for €œred€ metrics. Provides post War Room feedback to the region.
  • Field travel averages 3 days/week to coach sales associates on sales process and account management.
  • Develops and maintains high impact relationships with key customers in region to protect and grow business.
  • Makes productive use of internal Beckman resources€™ expertise to assist team toward region financial YOY growth.
  • Participates in all region-based symposiums and is identified by the customers as the sales leader.
  • Fosters a team that strives for high engagement. Uses the engagement scores to develop a plan that targets increased engagement among the team and organization.
  • Ensures that each direct report has a strong mentor, assigned with a regular cadence, and is working on developing skills in line with each rep€™s development goals. 

    The successful candidate will:

    • Be a high potential sales performer with a solid track record of career progression and runway to develop further with a history of driving for results; demonstrated track record of sales growth, customer experience and market share growth.
    • Relentlessly attracts, engages and develops people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial organization.
    • Have strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
    • Have outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; is able to influence strongly cross functionally within the organization and at customer sites, gaining buy-in and engagement.
    • Have excellent process orientation with a proven track record of leading sustainable change and continuous improvement.
    • Have both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.

      Technical Competencies (Skill, Abilities and Capabilities).

      • Strong track record of sales success selling a broad portfolio of products to laboratories & different medical specialties
      • Strong communications and human relations skills
      • Ability to sell technically complex products
      • Expertise with demand creation
      • Experience with customer base within territory is a plus
      • Strengths in networking and relationship development
      • Strong oral and written communications skills
      • Some formal sales messaging experience such as SPIN Selling

        Minimum Qualifications:

        • 9+ years of Diagnostics sales experience
        • BS/BA degree

          Preferred Qualifications:

          • 3+ years sales management preferred
          • MBA degree preferred

            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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Regional Sales Manager (Boston, MA)

Boston, MA 02109

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