Account Manager / Key Account Manager — Private Labs Segment (TLA / Automation)

Beckman Coulter Diagnostics

Are you an Account Manager with a hunter demeanor and a passion for winning complex deals Do you thrive on building strong customer relationships, understanding unmet needs, and creating smart, competitive solutions that drive measurable outcomes

Join our Beckman Coulter Diagnostics commercial team and take ownership of growth in the Private Labs segment, including large, sophisticated Total Lab Automation (TLA) / Automation projects.

Role Summary

The Key Account Manager (KAM) is responsible for establishing and strengthening robust relationships in the Private Labs segment, identifying and converting new profitable opportunities, and leading key activities across the full sales cycle—from account planning through implementation—while maintaining disciplined territory management.

Time Allocation

80% of time dedicated to visiting and engaging the Private Labs segment.

Key Responsibilities

Key Account Management & Market Execution

Establish relationships with key decision makers and KOLs in the private segment.
Gather market intelligence and stay knowledgeable on existing contracts, competitor activity, and upcoming tenders.
Build the right network within accounts and create customized solutions aligned to customer needs and business realities.
Analyze market trends and customer dynamics to shape effective account strategies.
Maintain a balanced, updated funnel and drive profitable growth through disciplined opportunity management.
Close opportunities in large, complex accounts by initiating, developing, and delivering solutions that improve customer outcomes.
Lead core activities including account planning, selling process execution, and post-sales implementation.

Commercial & Contracting

Promote and customize business solutions using the Beckman Coulter commercial model (reagent deals, OTL, GPPRR).
Establish relationships at account level to win competitive TLA opportunities.
Negotiate long-term agreements and retain profitable accounts by ensuring outstanding service and customer experience.
Promote direct entity presence across the private segment.

Cross-Functional Collaboration

Partner with Lab Consultants, Clinical Promotion, Product Management, and Applications to position Beckman Coulter as the supplier of choice for TLA solutions.
Work with Sales leadership and TP companies to close menu gaps and strengthen solution competitiveness.
Drive account-level initiatives such as performance partnership programs.
Engage in DBS initiatives to accelerate Private Lab Chain wins.

Key Metrics

Private segment funnel size and quality
Number of private lab chains won
Private labs segment category growth
Market penetration in private segment
Profitability per account

Join our winning team today. Together, we'll 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.

For more information, visit www.danaher.com.

Key Account Manager - Private Labs-Central Region