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Business Development and Commercial Excellence Manager

Beckman Coulter Diagnostics
Riyadh, KSA
Full Time
Manager
Field
Yesterday
Business developmentCommercial excellenceStrategic account managementStakeholder managementTender managementSalesforce
Free

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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.
  • Beckman Coulter Diagnostics is proud to be part of Danaher, a global science and technology leader.

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.
  • The role also plays a critical part in strengthening commercial execution across Saudi Arabia.

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.

Compliance and Quality

  • Ensure that all activities comply with applicable Saudi Arabian regulations, company policies, quality requirements, and industry ethical standards.
  • Maintain the highest standards of integrity, professionalism, transparency, and responsible business conduct.
  • Ensure that customer engagement, tender participation, contracting, pricing, and third party interactions are managed in accordance with Beckman Coulter Diagnostics and Danaher compliance requirements.

Knowledge, Competencies, and Experience

  • 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 a comparable commercial role within the healthcare or diagnostics industry.
  • Direct experience working in, supporting, or selling into a laboratory environment is mandatory.
  • Strong knowledge of the 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 customer relationship management and commercial reporting tools.
  • Experience with Salesforce or a comparable customer relationship management platform is preferred.

Key Performance Indicators

  • Revenue and profit growth
  • Market share growth
  • New business opportunities identified, developed, and converted
  • Strategic account expansion
  • Growth of the customer and installed base
  • Funnel value, quality, and conversion
  • Forecast accuracy
  • Customer retention rate
  • Salesforce compliance and data quality
  • Tender participation and success rate
  • Commercial productivity
  • Pricing and margin improvement

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