Solution Architect - Digital Pathology
Company: Danaher Corporation
Location: Kalamazoo
Posted on: June 21, 2022
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Job Description:
Leica Biosystems' mission of "Advancing Cancer Diagnostics,
Improving Lives" is at the heart of our corporate culture. We're a
global leader in cancer diagnostics with the most comprehensive
portfolio from biopsy to diagnosis. Our easy-to-use and
consistently reliable offerings help improve workflow efficiency
and diagnostic confidence. Our associates know that every moment
matters when it comes to cancer diagnostics. When you come to work,
you're helping develop solutions that enable accurate diagnoses to
turn anxiety into answers. Join our diverse, global team of
talented people, and be inspired to grow every day. Leica
Biosystems 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. We are looking for
Solutiona Architect, Pathology Imaging to help us develop and
execute a successful sales strategy for rapid revenue growth and
market share expansion in territory. By understanding the client
and the client goals for digital pathology, this position has
presales conversations with multiple call points that could include
scientific leaders such as Department Heads, Scientist, Chief of
Pathology/Medical Director, Laboratory Administrative Director,
and/or IT/Networking/LIS leaders such as Chief Information Officer,
You will use your know-how to call on senior management and
orchestrate multi-departmental site evaluations and work
collaboratively with sales counterparts to achieve Leica Biosystems
sales targets. Targeted customers for the life science position
will include Academic Medical Centers, Pharmaceutical, Bio Pharma,
Biotech companies, Government and Veterinary Labs. Once the sale is
secured, the Solutions Architect works with the customer
(scientific and IT leaders) and Leica internal stakeholders to
execute a swift action plan from PO to implementation. This
includes coordinating both client and internal resources, training
the customer, and creating appropriate follow up plans to help the
customer achieve their goals. ALL THE RESPONSIBILITIES WE WILL
TRUST YOU WITH: Achieve monthly, quarterly, and annual product
sales goals set for the territory Execute product demonstrations
for clients at the correct sales stage in SFDC, maintaining a
closed/won success rate of > 60%. Clearly communicate complex
and technical product information as well as technical IT and
networking information to a variety of customer stakeholders Serve
as technical expert for digital pathology hardware (brightfield
scanners) and software product line (ESM) Maintain current
knowledge of competition and market through study of competitive
marketing information, competitive literature, and field
surveillance of competition Maintain accurate and timely prospect
and customer data in SFDC Achieve high levels of customer
satisfaction through delivery of sales and support assistance
Travel overnight as necessary (estimated at 50%) for all customer
appointments, trade shows and customer meetings. Customer call
activity will be a balance of existing customers accounts to expand
our current base, meeting with active opportunities and prospecting
for new opportunities in the assigned geography Coordinate sales
activities within national, multi-site, laboratory accounts by
interacting with other departments in the organization to ensure
the proper handling of customer requirements, completing Solution
Design Guide (SDG) with the key stake holders to facilitate fast
implementation of client orders. Using SDG outline, increases
client readiness by ensuring we have all required information, and
client IT contacts to drive implementation of scanners to Performs
initial client scanner and software training within 2 weeks of
receipt of scanner and provides retraining as needed Performs
customer workflow evaluation and creates plans to help customer
achieve their digital pathology goals Complete client IT security
documents and RFP's, using appropriate internal resources to gather
information when needed. Updates SFDC and/or daily management files
Coordinates internal resources such as customer service and I to
deliver GT450 according to standard work YOUR AREAS OF KNOWLEDGE
AND EXPERTISE THAT MATTER MOST: Degree in Life Sciences or Master's
Degree in Business/MBA Diagnostics, Life Science and/or Pathology
experience preferred Prior capital sales experience Experience with
Salesforce.com or other CRM Excellent selling/presentation skills,
relationship building, negotiating, closing and account management
skills Ability to analyze situations, solve practical problems and
deal with a variety of variables in situations where only limited
standardization exists Capacity for strategic thinking/planning as
well as tactical implementation Business/financial management
comprehension preferred Proven ability to close bundled systems
sales Leads without authority Excellent time management and
organization skills Excellent customer relations/service skills
Self-motivated and independent thinker Goal oriented and results
driven Understanding of complex IT networks within health care
settings Given the essential job duties of this position, the
employee is required to be fully vaccinated against COVID-19 as a
condition of employment, subject to reasonable accommodation and
applicable law. #LI-CL2 #LI-REMOTE 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 Leica Biosystems can provide When
you join us, you'll also be joining Danaher's global organization,
where 80,000 people wake up every day determined to help our
customers win. As an associate, you'll try new things, work hard,
and advance your skills with guidance from dedicated leaders, all
with the support of powerful Danaher Business System
(https://www.danaher.com/how-we-work/danaher-business-system) tools
and the stability of a tested organization. Given the essential job
duties of this position, the employee is required to be fully
vaccinated against COVID-19 as a condition of employment, subject
to reasonable accommodation and applicable law. 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. If you've
ever wondered what's within you, there's no better time to find
out.
Keywords: Danaher Corporation, Kalamazoo , Solution Architect - Digital Pathology, Healthcare , Kalamazoo, Michigan
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