Sr. Clinical Sales Executive

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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.

The mission of the Clinical Sales Executive (CSE) is to create institutional demand for Beckman Coulter's DxH hematology instruments by establishing and positioning MDW as the tool that best aligns with health system/hospital goals for improved patient care through better infection detection. The CSE will work to achieve this mission by engaging with senior level decision makers across the hospital/health system to align MDW with institutional infection detection strategy, goals, and KPIs. Engagement with senior leaders from nursing, emergency medicine, pharmacy, quality, patient safety, risk management, IT, infection control, laboratory, and administration is required.

The CSE will engage with each of these stakeholders at a deep level to fully appreciate their contribution to the institution's infection detection strategy and identify the MDW fit as a means of successfully executing that strategy. An understanding of hospital policy deployment, care pathways, and protocol development will be critical to successfully building and executing a strategy that will result in an impact on the hematology instrument decision.

Uses specialized depth and breadth of expertise in engaging healthcare providers to appreciate the alignment between Beckman's products and hospital quality improvement strategy. Leverages a sophisticated appreciation for the institutional consequences of hospital performance improvement in CMS mandated areas like SEP-1 compliance in order to align with customer needs and engage with key stakeholders in multiple levels of the hospital.

The CSE will fulfill their mission to improve patient care through the implementation of MDW while always presenting a positive/professional image reflective of Beckman Coulter and Danaher. A successful effort will result in the sale of Beckman Coulter DxH instruments, with MDW licenses, that quickly begin clinically acting. Through execution of the mission, the CSEs work will contribute to Beckman Coulter's sales goals in hematology and make a meaningful patient care impact at the institutions we serve.

In this role, you will have the opportunity to:

• CSEs will align their efforts with the instrument sales teams and collaborate with leadership to prioritize targets for clinical sales engagement. These prioritization decisions will take instrument acquisition timeline, strategic account profile, and other business needs into consideration. The CSEs success will be co-dependent on the success of the instrument sales team, but they will intentionally operate with discrete targets in mind. Partners with the customer to interpret hospital sepsis care improvement opportunities including but not limited to early id, resource utilization in high scrutiny workflows, and antibiotic stewardship.
• The CSE will closely align with the area HSE director to engage with defining priority accounts that align with business objectives of the strategic account group. The CSE will engage with the HSEs to partner in those priority accounts to drive the clinical buying decision.
• The CSE will work closely with a clinical implementation specialist (CIS) counterpart. The CSE will be accountable to ensuring that the customer goals for MDW implementation and utilization are well defined and within an appropriate scope of expectations. The CSE will also be accountable to ensuring that empowered leaders in the hospital are prepared to sponsor the implementation and drive progress.
• The CSE will be a stakeholder in the development of MDW clinical reference sites and testimonials to support ongoing sales and marketing efforts. The CSE will also work closely with marketing to expand our understanding of influential personas in the hospital and develop the tools and strategies to improve sales effectiveness.
• The CSE will work the with the MSL and Med Sci teams as support to the customer's exploration of off label interests, provide additional clinical education, and coordinate scientific support and engagement. CSE will also support the Med Sci team's goals of identifying customers where clinical/scientific collaboration opportunities are possible.

The essential requirements of the job include:

• Bachelor's Degree with 9+ years of experience OR 7+ years of experience with a Master's degree selling clinically within hospital settings required and preferred experience that includes some of the following: infection detection/control, decision support, utilization management, case management, ED patient workflow, anti-biotic stewardship, DRG cost control strategies.
• Experience with configuration of EMR, middleware, and healthcare IT systems in the emergency department
• Experience integrating and aligning ED initiatives to support committee led objectives
• Superior problem solving and analytical skills
• Skilled ability to communicate complex ideas effectively to multiple stakeholders from hospital staff to executive-level. Business case and ROI model development
• Comfortable with up to 75% overnight travel.

It would be a plus if you also possess previous experience in:

• Experience preferred with laws, regulations, and hospital guidelines pertaining to emergency care of patients with suspected infection/sepsis
• Experience with change management/performance improvement efforts

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.

When you join us, you'll also be joining Danaher's global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable law.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. 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.

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We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation.

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