Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Work directly with the Life Science Automation and Genomics sales teams to execute action plans that achieve the annual operating plan.
Collaborate with the product line business unit to translate business unit strategy and product positioning into geographically specific tactical business plans.
Leverage a close understanding of the market and customers’ needs to create, implement and measure impact of local/regional demand generation initiatives.
Positively impact sales force effectiveness through training, creation of relevant sales tools and working directly with the sales team.
Engage and cultivate strategic customer relationships in order to understand key market trends and to develop a strong network of reference contacts.
Responsible, in partnership with the product line Sales Managers and VP of Sales, to develop field marketing initiatives in order to generate demand for Beckman Coulter Life Science Automation and Genomics solutions
Gather detailed regional and product line specific market intelligence from customers and the sales organization to
o Provide insight to the BU product managers to assist in the development of future business and product strategy.
o Use market intelligence to develop and implement sales tools that enhance sales force effectiveness
Work with sales managers and sales representatives to identify and cultivate reference customers:
o Customers will be supported to become customer advocates of Beckman Coulter.
o Customers may present Beckman Coulter solutions within key technical conferences.
o Customers may act as references to facilitate and advance other opportunities.
Work closely with commercial marketing teams, using customer and market intelligence, to support the development and implementation of successful digital demand generation campaigns.
Ensure a detailed understanding of competitive products and solutions and work with the BU product management to develop effective competitive counter strategies and tactics.
Identify and ensure attendance at key trade shows and technical conferences to enhance customer awareness of Beckman Coulter Life Science solutions.
Work in conjunction with Sales Operations to extract and analyse data from Beckman Coulter Systems (SFDC, Oracle) to provide insight into sales performance, competitive tactics and associated sales tools in order to enhance sales effectiveness.
Work with Sales Operations and Sales Management to identify and implement Kaizen opportunities to enhance the efficiency and effectiveness of the commercial teams.
Responsible for development and monitoring Field Marketing KPI’s, metrics and bowlers.
Work alongside Sales Managers to support new hires during the on-boarding process.
Support and train the sales organisation through appropriate product and/or application training (in classroom, co-travel, webex, etc...).
Using customer and market intelligence, support the development and implementation of inside sales tactics and campaigns.
Beckman Coulter is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
Scientific qualification at degree level of Bachelor’s or above required
MBA qualification preferred
Bachelor’s degree- 14+ years of experience
Master’s degree- 12+ years of experience
Doctoral degree- 9+ years of experience
At least 5 years’ experience in sales and/or marketing management in the scientific market (experience involving capital equipment would be beneficial)
High flexibility and autonomous work methods, confident navigation in dynamic environment
Ability to lead by persuasion and influence
Demonstrated strong written and verbal communication skills in English
Experience of working within a global, multi-cultural, matrix organisation
Willing to travel regularly (approximately 40-50%)
Successful candidate will live within reasonable driving distance to major metropolitan area and airport
Additional Salary Information: Commensurate with experience
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