Senior Key Account Manager

Overview

Beckman Coulter Diagnostics, a Danaher operating company, seeks a Senior Key Account Manager (KAM) to lead strategic customer relationships across a defined portfolio, drive long-term growth, and deliver value for both the customer and Beckman Coulter Diagnostics. The role focuses on retaining and expanding business within existing accounts while identifying, cultivating, and securing new opportunities within the territory. The position reports to the Regional Sales Manager and is remote, covering the upstate New York territory.

• Develop and maintain strong relationships with C-suite executives and key stakeholders within assigned accounts, including IDNs and Health Systems. Act as a trusted advisor to drive year-over-year growth, protect the base business, and influence decision-makers at corporate and local levels.
• Analyze key financial performance indicators for assigned accounts and assess how Beckman Coulter Diagnostics solutions impact financial objectives. Collaborate with Health Systems Executives to align with the customer's operating model, challenges, and growth strategy.
• Lead the internal selling team to develop and execute a multi-year strategic account plan, using influence to align short-term tactics with the account value proposition for overall growth.
• Collaborate with the service organization to ensure successful installation, go-live, and post-install maintenance. Monitor account activities and escalate issues to leadership to ensure high-quality service.
• Utilize DBS tools to coordinate resources, assign roles, and execute the strategic account plan. Maintain an accurate sales funnel and deliver regular business reviews to customer business leaders.

• Bachelor’s degree with 5+ years’ experience or Master’s degree with 3+ years’ experience

• Travel 50%–75% of the time;
  In-person customer-facing meetings 75% of the time

• 3+ years of Diagnostics Sales Experience
• Ability to understand customer business and financial goals and position solutions aligned with hospital operations, financial drivers, and healthcare economics
• Experience collaborating with local sales teams to support account execution and navigate long-term capital equipment sales cycles
• Experience leading or participating in account planning and executive-level business reviews with customers and internal stakeholders

• Base pay range: $/yr - $/yr
• Total target compensation (base + Sales Incentive Compensation) range: $/yr - $/yr
• Eligible for Sales Incentive Compensation (SIC); actual earnings depend on performance
• Comprehensive benefits including medical/dental/vision insurance and 401(k); paid time off

This position is eligible for a remote work arrangement. Relocation is welcome to Cooperstown, NY, a centrally located town within the territory. Cooperstown is noted for a cost of living approximately 17% lower than the national average.

Beckman Coulter Diagnostics and Danaher Corporation 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. Reasonable accommodations for applicants with disabilities are available upon request.