Key Account Manager

Bring more to life. 

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?  

At Beckman Coulter Diagnostics, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact.   

You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life. 

As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. 
 

Learn about the Danaher Business System which makes everything possible. 

As a Key Account Manager (KAM), you will lead strategic customer relationships within a defined portfolio, driving long-term growth and delivering value for both the customer and Beckman Coulter Diagnostics. You will focus on retaining and expanding existing accounts while identifying and securing new opportunities within your territory. Partnering cross-functionally with Sales Specialists, Health Systems Executives, Service, Finance, Marketing, and Client Services, you will ensure seamless execution and sustained customer success. This role requires strong business insight, financial acumen, and the ability to lead through influence in a matrixed organization, serving as a trusted advisor to shape account strategy and drive customer outcomes. 

This position reports to the Regional Sales Manager, candidates must reside in territory, covering the Virginia area. 

In this role, you will have the opportunity to: 

• Build and manage executive-level relationships across assigned IDNs and Health Systems, acting as a trusted advisor to drive growth, retain base business, and influence key decisions. 

• Analyze account performance and align Beckman Coulter Diagnostics solutions to customer financial and operational priorities in partnership with the Health Systems Executive. 

• Coordinate cross-functional teams to develop and execute multi-year strategic account plans, aligning near-term actions to long-term growth objectives. 

• Partner with Service to ensure successful implementation and ongoing support, maintaining a high-quality customer experience and resolving issues as needed. 

• Leverage Danaher Business Systems (DBS) tools to align resources, maintain pipeline and funnel accuracy, and deliver regular business reviews to customer leadership. 
   

The essential requirements of the job include:  

• Bachelor’s degree with 2+ years’ experience or master’s degree with 0-2 years’ experience 

• Demonstrated ability to build relationships and work effectively with customer stakeholders across clinical, operational, and financial functions  

• Strong business and financial acumen, with the ability to align solutions to customer priorities and support growth within assigned accounts  

• Experience working cross-functionally in a matrixed environment, partnering with internal teams to support account execution and customer outcomes  

• Strong communication, presentation, and organizational skills, with proficiency in CRM tools such as Salesforce to manage opportunities and maintain pipeline accuracy 
   

Travel, Motor Vehicle Record & Physical/Environment Requirements:  

• Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time. 

• Must have a valid driver’s license with an acceptable driving record 
   

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

• 3+ years of Diagnostics Sales Experience 

• Proven ability to understand customer business and financial goals and to position solutions that align with hospital operations, financial drivers, and healthcare economics 

• Experience working collaboratively with local sales teams to support account execution and navigate long-term capital equipment sales cycles 

• Background in leading or participating in account planning sessions and contributing to executive-level business reviews with both customers and internal stakeholders. 

Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info. 

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. 

The salary range for this role is $110,000-$130,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $180,000-$200,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future. 

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.