Danaher - Houston, TX

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OPCO Description

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems are found in hospitals and other critical care settings around the world and 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. Hospital laboratories are our core clinical diagnostic customers. Our life science customers include pharmaceutical and biotechnology companies, universities, medical schools and research institutions. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on six 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 reducing the cost of care.


Roles and Responsibilities: Field Sales Representative / Territory Manager

Planning & Reporting

  • Territory analysis and mapping by clients & prospects (Compile lists of
prospective customers / leads for use as sales), competition, and service line

sales mix.

  • Devise strategies for all accounts (including Strategic Accounts in relation
with the Strategic Account Coordinator) and territory as a whole; established

Quarterly Business plan / Sales Mater Plan (and revision) reviews by classifying

and monitoring the territory into tier 1, 2 and 3 account groupings.

  • Generate regular activity updates including updates in sales forecasts, lost
order information, sales call reports and miscellaneous issues relevant to

revenue growth.

  • Maintain sales and client related records in corporate CRM system and/or
ensure that all proposal/contract details, clients’ meetings, RFP information

and relevant updates are captured and maintained within Corporate CRM.

  • Contribute to Competitive surveys (competition offering’s, competition
pricing, etc..)

  • Monitor and report regional market trends, identify new market potentials.
Territory Management

  • Serve in the field as the principal representative of the Beckman Coulter
Genomics sales program throughout assigned territory and representing the

company professionally, ethically and morally at all times

  • Ensure field presence and being visible throughout assigned territory
  • Arranging and delivering technical seminars, organizing and conducting
field-marketing activities

  • Attend trades shows upon management request, as well as organizing local
promotional events (road shows, small exhibitions, etc…)

  • Participate in ongoing technical and sales trainings to remain expert in
consultative selling.

  • Achieve technical knowledge and applications on assigned product lines
  • manage the local relationship within the Territory with the sales
representatives or possible distributor

Opportunity Management Leading / Coordinating the selling process and Revenues

generation across the assigned Territory

  • Initial sales qualification with the client which involves: Project scope
definition, collecting technical, competitive and business requirements,

prioritizing when to bring in additional sales support resources.

  • Prepare commercial proposals for clients with respect to Service and/or
Contract Research work in conjunction with other departments or services (Sales

Support / Business Operation or Channel Management / Marketing / Operation for

instance, etc..)

  • Negotiate quotes and close sales
  • Interface and give feedback with internal departments throughout the sales
process such as marketing, product management, study management, operations, and

order management.

  • When an opportunity is closed / won, ensure all appropriate administrative
documents are available, entered into the CRM and distributed to appropriate

stakeholders (Order management, Operations, Legal etc..)

Account Management

  • Responsible for account relationship development and for maintaining existing
customers in the assigned territory of TX, AZ, NM, CO, MO, KS, LS, OK.

  • Build relationships with key decision makers at targeted accounts and maintain
a high level of understanding of the decision making process within all major


  • Taking owner ship and managing client relationships during pre sales closing
which involves: customer intimacy, providing product updates, communicating and

advocating the client’s service needs internally, monitoring and bench marking

competitive activities.

  • Collaborate with the rest of the organization to investigate and resolve
customer problems with delivery and quality.


Qualifications and Experience

  • B.Sc. Degree (i.e. Biochemistry, Chemistry, Biology, etc.)
  • Valid driver´s license and clean driving record required
  • Understanding of the business segment and economic drivers
  • 2+ years of successful field sales experience in Life Science field.
  • Analytical ability to understand trends and dissect industry data in academia
and pharma.

  • Excellent time management, territory management & presentation skills
  • Forecasting and sales pipeline management via SFDC
  • Scientific understanding of DNA Sequencing, sample preparation and data

If you believe your education and experience are in line with the position

description and qualifications referred to above, and are motivated, energetic,

and looking for a new and exciting opportunity, please submit your resume online

at theURL below or at AA/EOE/M/F/D/V

Danaher Overview

Danaher is a diversified technology leader that designs, manufactures, and markets innovative products and services to professional, medical, industrial, and commercial customers. Our portfolio of premier brands is among the most highly recognized in each of the markets we serve. Danaher's portfolio is comprised of five reporting segments: Test & Measurement; Environmental; Life Sciences & Diagnostics; Dental; and Industrial Technolog




Job Function



Primary Location


North America-United States-TX-Houston






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