Danaher

Area Sales Manager - Distribution Sales (Central US)

Danaher • $103K — $170K *
US-AnywhereRemote in United States
Healthcare
8 - 10 years of experience
4 weeks ago
Job Overview by Ladders

Qualifications

  • BS/BA degree required with 9+ years of experience in complex clinical sales, specifically in non-acute diagnostics and distribution channels.
  • Strong competitive spirit with a relentless focus on customer satisfaction and results.
  • Proven track record of sales growth and market share expansion in clinical diagnostics.
  • Ability to develop and cultivate teams, showcasing strong relationship-building and management skills.
  • Excellent negotiation skills with experience dealing at high-level customer decision-making units.
  • Previous leadership experience, preferably in diagnostics or distribution channels, is advantageous.

Responsibilities

  • Lead and inspire a team to achieve sales goals in the non-acute diagnostics market.
  • Develop high-impact partnerships with distributors to enhance customer and channel relationships.
  • Guide team on pricing, account strategy, and deal structure for profitable growth.
  • Support team with territory management to boost market share performance.
  • Maintain accurate sales forecasts and utilize sales tools for performance tracking.
  • Facilitate monthly operational reviews aligning cross-functional support with area initiatives.
  • Establish an effective management cadence and strengthen distributor relationships for enhanced customer satisfaction.

Benefits

  • Flexible remote work options promoting work-life balance.
  • Comprehensive health care programs, including medical, dental, and vision insurance.
  • Paid time off to support personal time and recovery.
  • 401(k) retirement plan to support future financial well-being.
Full Job Description
  • This position reports to the National Director, Channel Sales and is a part of the distribution team working remotely to cover the Central Area of the US to include from North Dakota to Alabama covering over 15 states in between.
    The Area Sales Manager (ASM) - Distribution Sales leads a team of 7-8 Key Channel Executives to achieve sales goals, protect margins, and expand our presence in the highly competitive non-acute diagnostics market as well as independent hospitals not affiliated with a health system or IDN. This role is responsible for strategic planning, coaching, and execution to ensure revenue, profit, and customer satisfaction targets are met in partnership with authorized distributors and their sales teams. In addition to managing a team, this role is responsible for managing the forecasting and funnel management, to align with meeting and exceeding targeted sales goals. The ASM will collaborate with distributor leaders and reps to align on targets and goals for the area along with partnering to support Beckman Coulter customers. The ASM drive sales in the non-acute space - physician office labs, clinics, reference labs, and other laboratories including independent hospitals, while also contributing to larger strategic opportunities with corporate and national account teams to support overarching business strategy and approach.
    In this role, you will have the opportunity to:
  • Lead and inspire a team of Key Channel Executives to achieve sales and financial goals in the non-acute and independent hospital diagnostics market, partnering closely with distributors to execute area strategies.
  • Strengthen customer and channel relationships by developing high-impact partnerships and collaborating with distribution leaders on joint sales initiatives.
  • Guide your team on account strategy, pricing, and deal structure to ensure profitable growth while removing obstacles to success.
  • Support your team on territory management and increasing market share performance in the area.
  • Maintain accurate sales forecasts, present dashboard metrics, and ensure consistent adoption of SFDC to manage and track performance. Actively use and leverage all sales tools to support the team and overall management of the area.
  • Lead monthly Ops reviews for the area aligning the cross functional support of initiatives and tactics.
  • Establish team cadence and calendar to effectively and efficiently manage the team performance and execution, establish strong distributor relationships for the market and excel in customer satisfaction for the area.


The essential requirements of the job include:
  • BS/BA degree required with 9+ years of complex clinical sales experience, selling into the non-acute space with a strong preference towards the diagnostics space and through distribution channels.
  • Robust competitive spirit and results orientation and relentless customer focus.
  • High potential sales leader/manager/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
  • 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.
  • Travel, Motor Vehicle Record & Physical/Environment Requirements:
  • Must be willing to travel approx.. 60%, including overnight travel.
  • Must have a valid driver's license with an acceptable driving record
  • It would be a plus if you also possess previous experience in:
  • Previous experience leading teams is preferred.
  • Previous experience in lab diagnostics, device or distribution strongly preferred.
  • MBA degree preferred with 7+ years of experience.
  • Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
    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.
    The salary range for this role is $103,000 - $170,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $213,000 - $280,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.
    We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
    Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

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.

About Danaher

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. More than 275,000 Beckman Coulter systems operate in both Diagnostics and Life Sciences laboratories on seven continents. For more than 75 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 delivering trusted solutions for research and discovery.

Danaher Careers

Joining Danaher means becoming part of a global team committed to driving growth, innovation, and leadership across various industries. At Danaher, we offer more than just job opportunities; we provide a platform for professional development and personal achievement.

Work You’ll Do

At Danaher, you will engage in work that propels global industries forward through innovation and leadership. Our team at Danaher is dedicated to enhancing the company's impact on science, technology, and healthcare. We believe in fostering a culture of diversity and inclusion, where every team member’s contribution is valued.

Explore Danaher’s Career Opportunities

Whether you are looking for a full-time position, an internship, or a leadership role, Danaher offers a range of employment opportunities to help you advance your career. Our hiring process is designed to identify and attract professionals who are not only skilled but are also passionate about making a difference.

Innovate and Grow with Us

Join a team where innovation is at the heart of everything we do. Danaher’s commitment to innovation drives our leadership in the market and our ability to offer unique solutions to our clients. Here, your skills in technology, problem-solving, and creativity will be honed through challenging projects and a collaborative work environment.

Benefits and Culture

Danaher is dedicated to providing a supportive work environment where careers flourish. Our benefits package is designed to support the health, well-being, and financial security of our employees and their families. From diversity training to professional development programs, we invest in every employee's growth and well-being.

Networking and Professional Development

At Danaher, networking and professional development are part of our DNA. We encourage our employees to connect with colleagues and leaders through various networking events, training sessions, and collaborative projects. This culture of growth and learning helps every team member build a rewarding career filled with exciting new challenges and opportunities.

Join Our Team

Ready to take the next step in your career? Explore the open positions on our Danaher Careers page. Tailor your resume, prepare for your interview, and join a team that’s dedicated to making a real impact. At Danaher, your career is just the beginning of a journey filled with leadership opportunities, innovative projects, and a chance to work with some of the brightest minds in the industry.

Stay Connected

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Danaher: Where Careers Grow

At Danaher, we are not just creating job opportunities; we are building careers that make a difference. Join us in our mission to shape the future through innovation, leadership, and growth.
Learn more about Danaher
Size
78,000 employees
Market Cap
$189 billion
Industry
Business Services
Net Income
$3.6 billion
Founded
1969
5 Year Trend
+11.8%
Revenue
$22.2 billion
NASDAQ
DHR
* Ladders Estimates

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