Regional Sales Manager, Distribution

1 month ago

Brea, United States Beckman Coulter Diagnostics Full time

**Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.**

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

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 Regional Sales Manager (RSM) for Distribution is responsible for coaching and leading a team of sales representatives (7-8 direct reports) to achieve sales goals while selling a premium product line and maintaining margins in an extremely competitive market. You will be responsible for the leadership, planning, developing, and controlling of activities to ensure regional revenue, profit and customer satisfaction goals are met for the non-acute segments. The RSM will identify and coordinate sales efforts by partnering with authorized distributors and with their sales teams within the region.

As our new RSM for Distribution, your goal will be to lead sales teams through long and short sales campaigns with physician office labs, clinics, reference labs and other laboratories in the non-acute space within your defined region. You will also be instrumental contributing to larger strategic opportunities including partnering with corporate, national and IDN account opportunities (as applicable) in partnership with sales executives and managers leading those campaigns.

This position is part of the North American Commercial Organization and will be fully remote. You will be a part of the Distribution Sales Team and report to the National Distribution Sales Director. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.

**In this role, you will have the opportunity to**:

- Owns core growth for sales region including establishing regional strategy, communicating plan and driving accountability of team. Implements a personal business plan designed to achieve established annual sales and financial goals.
- Develops and maintains high impact relationships with key customers and distribution partners in the region to protect and grow business; Partners with distribution Leaders and Participates in distribution strategy creation and development and drives accountability with team to execute on strategy.
- Accurately forecasts sales for region. Owns presentation of dashboard metrics on weekly calls as appropriate. Drives adoption of SFDC as a vital tool to manage business.
- Owns Growth War Room presentation and implements countermeasures for “red” metrics. Provides post War Room feedback to the region.
- 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.
- Provides consulting/coaching on pricing strategy. Approves proposal with margin acceptability, deal structure.
- Select, coach, train and develop sales representatives in building a strong, progressive, and motivated work team as well as providing team leadership; 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 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. MBA degree preferred with 7+ years of experience.
- Robust competitive spirit and results orientation and relentless customer focus.
- Must be willing to travel approx 60%, including overnight travel.
- 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 attract, engage and develop 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.

**It would be a plus if

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