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Senior Manager Deal Design

at Danaher Corporation in Chicago, Illinois, United States

Job Description

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.

Join our team as the new Senior Manager Deal Design and collaborate with our Sales team to develop strategies and configurations for high-impact customer proposals in North America. In this role, you will be responsible for coaching Sales in creating timely, accurate, and optimized iQuotes. These iQuotes will be used for pricing and financial reviews and will serve as the foundation for market-leading customer proposals. Additionally, you will work closely with the Pricing, Finance, and Contracts team throughout the Business Analysis process and provide support to the Sales team during customer presentations of the proposal’s financials and billing details.

In this role, you will have the opportunity to:

+ Plan and Communicate: Ensure effective and timely communication with a clear plan to coordinate information required for proposals which includes aligning deal strategy, creating iQuotes, populating Pricing Aggregator and Business Analysis, and supporting content creation for customers; Foster positive relationships with sales, service, finance, pricing, and contract teams; Demonstrate strong leadership and project management skills, keeping stakeholders informed of progress and any deviations from the plan.

+ Design Customer Proposals: Utilize your expertise in Beckman’s analyzers, consumables, and services to create customized deals for each proposal. Consider specialized Price & Configuration tools (iQuotes, Price Aggregator), and Business Analysis, while aligning with customer strategy and requirements; Utilize negotiation skills and a comprehensive understanding of laboratory operations to support the Sales team in achieving success.

+ Attention to Detail: Grasp the iQuote and Aggregator processes and possess product knowledge to effectively handle suggestions, changes, and corrections in deal configuration with the goal of ensuring that the iQuote components align accurately with the customer’s requirements; Additionally, simplifying the processes to enhance understanding and execution is essential.

+ Lab and Product Knowledge: Demonstrate and maintain deep understanding of lab environment, available solutions, and product usage; Understand Beckman’s solutions and ability to “right size” and position them.

+ Teamwork and Collaboration: Contribute to team performance, actively collaborate and train to build strong relationships and trust. Serve as a liaison between sales, service, marketing, finance, and contracting.

The essential requirements of the job include:

+ 14 years with a Bachelors or 12 years with Masters. MBA or Advanced degree preferred.

+ Minimum 6 years of experience in sales, or commercial marketing in clinical diagnostics (preferred) or healthcare industry

+ Ability to use Salesforce.com, iQuotes (Beckman CPQ), Excel, PowerBI and other BCI systems that support the deal and proposal process.

+ Ability to travel 25%, domestically.

It would be a plus if you have prior experience in the following areas:

+ Creating new business opportunities, setting and achieving objectives, and building strong relationships across all levels of the organization, including proven influencing skills.

+ Project management with a strong focus on analytics and planning.

+ Understanding of the critical business terms and conditions in customer agreements.

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 $150,000-$185,000. 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. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

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

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

Danaher Corporation and all Danaher Companies 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. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.

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Job Posting: JC257672879

Posted On: Apr 01, 2024

Updated On: May 30, 2024

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