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Business Development and Commercial Excellence Manager
Beckman Coulter Diagnostics
الرياض, KSA
Full Time
Manager
Field
Yesterday
Business DevelopmentCommercial ExcellenceStrategic Account ManagementTender ManagementSalesforceDanaher Business System
Free
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Business DevelopmentCommercial ExcellenceStrategic Account Management
About the Role
Beckman Coulter Diagnostics seeks a Business Development and Commercial Excellence Manager to drive growth and expand market presence in Saudi Arabia. The role involves identifying new business opportunities, managing senior stakeholder relationships, and strengthening commercial execution.
Key Skills for This Role
Business DevelopmentCommercial ExcellenceStrategic Account ManagementTender ManagementSalesforceDanaher Business System
Responsibilities
- Identify, develop, and secure new business opportunities across Ministry of Health, healthcare clusters, institutional accounts, and private healthcare sectors
- Develop sustainable growth strategies aligned with commercial priorities in Saudi Arabia
- Evaluate market trends, customer requirements, competitor activity, and emerging opportunities
- Build business cases and growth plans supported by customer insights, market data, financial analysis, and competitive intelligence
- Establish and maintain trusted relationships with senior healthcare stakeholders
- Support commercial organization in preparation, positioning, and execution of public and private tenders
- Drive adoption of commercial excellence tools, methodologies, and best practices
- Ensure disciplined use of Salesforce for opportunity management, pipeline visibility, and forecasting
- Analyze customer purchasing patterns, test volumes, laboratory utilization, and market trends
- Support pricing strategies, contract negotiations, margin improvement, and value based selling initiatives
Requirements
- Bachelor's degree in medical laboratory science, biomedical science, life sciences, medicine, pharmacy, or another relevant medical or scientific discipline
- Previous experience in business development, commercial excellence, strategic account management, sales, or comparable commercial role in healthcare or diagnostics
- Direct experience working in, supporting, or selling into a laboratory environment
- Strong knowledge of Saudi healthcare, laboratory, and diagnostics market
- Demonstrated experience engaging with government healthcare organizations, institutional customers, healthcare clusters, NUPCO, or major private healthcare providers
- Good understanding of public and private tender processes
- Experience evaluating project financials, pricing models, commercial terms, profitability, and return on investment
- Fluent in Arabic and English
- Strong digital literacy and experience using CRM and commercial reporting tools
- Experience with Salesforce or comparable CRM platform preferred
Full Job Posting
About Beckman Coulter Diagnostics
- For more than 90 years, Beckman Coulter Diagnostics has been advancing and optimizing the laboratory to move science and healthcare forward.
- Our diagnostic solutions help healthcare professionals deliver better patient care by improving laboratory efficiency, clinical confidence, and operational performance.
- Beckman Coulter Diagnostics is proud to be part of Danaher, a global science and technology leader committed to accelerating the real life impact of tomorrow’s science and technology.
Basic Purpose
- The Business Development & Commercial Excellence Manager combines strong business development capabilities with disciplined commercial execution and operational excellence.
- The position is responsible for driving sustainable growth and expanding Beckman Coulter Diagnostics’ market presence across Saudi Arabia.
- The incumbent will identify and develop new business opportunities, establish strategic partnerships, manage senior customer and stakeholder relationships, and contribute to profitable revenue growth across government institutions, hospitals, laboratories, healthcare clusters, and private healthcare
- The role also plays a critical part in strengthening commercial execution across Saudi Arabia.
- The successful candidate will bring strong knowledge of the Saudi healthcare and diagnostics market, particularly within the Ministry of Health, NUPCO, healthcare clusters, institutional accounts, and private healthcare sectors.
Geography
- Kingdom of Saudi Arabia.
Travel and Time Allocation
- Approximately 70% of the role will be dedicated to external customer and stakeholder engagement, including visits to Ministry of Health senior executives, healthcare clusters, NUPCO, government and institutional healthcare organizations, private healthcare groups, and laboratory key opinion leaders.
Product Portfolio
- The role supports Beckman Coulter Diagnostics’ core laboratory portfolio, including clinical chemistry, immunoassay, and hematology.
Business Development and Growth
- Identify, develop, and secure new business opportunities across the Ministry of Health, healthcare clusters, institutional accounts, and private healthcare sectors.
- Develop sustainable growth strategies aligned with Beckman Coulter Diagnostics’ commercial priorities in Saudi Arabia.
- Evaluate market trends, customer requirements, competitor activity, and emerging opportunities within the diagnostics sector.
- Support market entry, portfolio expansion, and commercialization strategies for new products, solutions, technologies, and service models.
- Identify opportunities to expand Beckman Coulter Diagnostics’ presence within existing and new customer accounts.
- Build business cases and growth plans supported by customer insights, market data, financial analysis, and competitive intelligence.
- Convert strategic opportunities into executable account, opportunity, and stakeholder engagement plans.
Customer and Stakeholder Management
- Establish and maintain trusted relationships with senior healthcare stakeholders, including laboratory directors, pathologists, procurement leaders, hospital executives, clinical decision makers, and key opinion leaders.
- Develop strong engagement with Ministry of Health entities, NUPCO, healthcare clusters, government institutions, universities, military healthcare organizations, and private healthcare groups.
- Conduct regular customer visits to understand clinical, operational, financial, and workflow requirements.
- Ensure that comprehensive account and opportunity plans are developed and maintained for major customers and strategic projects.
- Position Beckman Coulter Diagnostics as a long term strategic partner by promoting solutions that improve laboratory quality, productivity, workflow, and patient outcomes.
- Represent the company at industry conferences, scientific meetings, exhibitions, and relevant healthcare forums.
Commercial and Tender Management
- Support the commercial organization in the preparation, positioning, and execution of public and private tenders.
- Contribute to tender strategy, pricing, contract negotiations, business reviews, and commercial decision making.
- Ensure that tender opportunities are supported by clear value propositions, competitive differentiation, and financially sustainable commercial models.
- Develop relationships with third party companies to create value added customer solutions.
- Collaborate with third party providers, contractors, consultants, and project stakeholders to maximize Beckman Coulter Diagnostics’ participation in turnkey and integrated laboratory projects.
- Support the evaluation of project economics, profitability, risk, and commercial viability.
- Contribute to value based selling strategies that strengthen customer outcomes while improving revenue quality and profitability.
Cross Functional Collaboration
- Work closely with sales, marketing, applications, service, regulatory, supply chain, finance, operations, and workflow and information technology teams.
- Support product launches, market development initiatives, and commercialization plans.
- Coordinate cross functional resources to ensure timely and effective execution of strategic customer opportunities.
- Provide relevant market intelligence, competitive insights, and customer feedback to the General Manager and local leadership team.
- Ensure strong internal alignment on account priorities, project requirements, customer commitments, and commercial risks.
- Act as a connector between the commercial organization and operational functions to improve the end to end customer experience.
Commercial Execution and Commercial Excellence
- Support the deployment of the Danaher Business System to drive continuous improvement, problem solving, and sustainable commercial performance.
- Actively participate in Growth Rooms, funnel reviews, account reviews, and operating reviews.
- Drive the adoption of commercial excellence tools, methodologies, and best practices across the Saudi organization.
- Ensure disciplined use of Salesforce, including accurate opportunity management, customer data, pipeline visibility, forecasting, and activity tracking.
- Improve the quality of account plans, opportunity plans, stakeholder maps, and funnel conversion strategies.
- Partner with sales, marketing, applications, and service teams to ensure effective execution of commercial initiatives.
- Analyze customer purchasing patterns, test volumes, laboratory utilization, workflow requirements, and market trends to identify growth opportunities.
- Support pricing strategies, contract negotiations, margin improvement, and value based selling initiatives.
- Monitor commercial performance and identify gaps in pipeline quality, forecast accuracy, opportunity conversion, customer retention, and account penetration.
- Implement continuous improvement initiatives to strengthen commercial processes, productivity, and execution.
- Promote a culture of accountability, customer centricity, data based decision making, and operational discipline.
- Translate commercial strategy into clearly defined actions, owners, timelines, and measurable outcomes.
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