Business Development and Commercial Excellence Manager

Job description

About Beckman Coulter DiagnosticsFor 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 PurposeThe 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 providers. The role also plays a critical part in strengthening commercial execution across Saudi Arabia. In addition to identifying growth opportunities, the incumbent will translate commercial strategy into measurable business outcomes by improving opportunity management, forecasting discipline, customer engagement, commercial productivity, and cross-functional execution. 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. GeographyKingdom of Saudi Arabia. Travel and Time AllocationApproximately 70% of the role will be dedicated to external customer and stakeholder engagement, including visits to: Ministry of Health senior executives and decision-makers Ministry of Health Holding Company Ministry of Health key opinion leaders Healthcare clusters NUPCO Government and institutional healthcare organizations Private healthcare groups Laboratory and clinical key opinion leaders Product PortfolioThe role supports Beckman Coulter Diagnostics’ core laboratory portfolio, including: Clinical chemistry Immunoassay Hematology Nature and ScopeBusiness Development and GrowthIdentify, 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 ManagementEstablish 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 ManagementSupport 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 CollaborationWork 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 ExcellenceSupport 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 QualityEnsure 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