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Territory Sales Executive

Company: Beckman Coulter
Location: Grand Rapids
Posted on: December 10, 2018

Job Description:

Check out this video for more about this great opportunity! & Sales/Territory Sales Executive/E00001 The Territory Sales Executive (TSE) will represent Beckman Coulter Diagnostics to the customer and will be the business manager of their territory. Working within a complex, team based selling process targeting prospective and current customers, the TSE will actively promote the company and our products and services in the southwest MI area. The TSE will own, maintain and foster the account relationships at all levels and leverage cross-discipline subject matter experts to provide a total solution based on the customer's needs. The TSE will drive and own core growth by footprint expansion through retaining base business and adding competitive disciplines and test menu. As the primary interface with the customer, the TSE will uphold current knowledge of the customers' business, financial and technical needs. This knowledge will enable the TSE to own and develop the account strategy in coordination with the Product Sales Executives (PSEs). As the business manager of their territory, the TSE will implement a business plan designed to achieve established annual sales and financial goals and will drive countermeasures where gaps occur. The TSE will manage the funnel of sales opportunities and provide accurate forecasting of opportunities by strong daily management of dashboards. Essential Functions of this role are to:

  • Call on all accounts in the sales territory and be able to prioritize sales activities in those accounts in an active sales cycle (existing and competitive) to position Beckman Coulter products for customer's needs.
  • Own and Manage an Account Plan
  • Own and Manage the preparation & execution of business reviews
  • Implement the sales plan designed to achieve established sales and financial goals
  • Involve product experts in the development of account strategy, and throughout the sales process.
  • Responsible for contracting and pricing strategy for local IDNs and Stand-Alone Hospitals.
  • Bachelor's degree preferably in science field with 4 years' sales experience in hospital or laboratory setting.
  • Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics.
  • Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout.
  • Highly organized, with strong and disciplined program and sales management skills; manages an account plan weekly, works diligently within the sales cycle activities, prepares for and delivers business reviews effectively (both with customers and internally)
  • Has strong follow up and follow through skills.
  • Highly motivated and success driven within a team environment
  • Excellent time and territory management habits
  • Working experience with personal computer, e-mail, and Microsoft Office programs ---Must be willing to travel up to 70> Environment:
  • The work environment for this position is field sales based with home office.
  • The field sales activity will take this individual into customers' locations and moderate physical activity (e.g. lifting/carrying of materials) occurs.
  • Overnight travel is required, amount is predicated on home office location and territory activity.

    Keywords: Beckman Coulter, Grand Rapids , Territory Sales Executive, Sales , Grand Rapids, Michigan

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