Business Development and Commercial Excellence Manager

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 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.

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 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 Portfolio

The role supports Beckman Coulter Diagnostics’ core laboratory portfolio, including:

• Clinical chemistry

• Immunoassay

• Hematology

Nature and Scope

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

Education and Professional 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.

Core Competencies

• Strong commercial and business acumen.

• Excellent attention to detail and execution discipline.

• Ability to identify market opportunities and convert them into sustainable revenue growth.

• Strong strategic account and stakeholder-management capabilities.

• Good understanding of diagnostics workflows, laboratory operations, and customer requirements.

• Ability to interpret commercial, operational, and financial data.

• Strong project-management and organizational skills.

• Ability to work effectively across multiple functions and levels of the organization.

• Strong written and verbal communication skills.

• Ability to manage priorities in a dynamic and highly competitive market.

Required Behavioral Competencies

• Strong negotiation and influencing skills.

• Collaborative team player with the ability to coordinate multiple internal and external stakeholders.

• Demonstrated ability to identify market opportunities and capture market share.

• Strong analytical and problem-solving capabilities.

• Customer-focused and commercially driven.

• Accountable, proactive, and results-oriented.

• Comfortable operating with senior executives, clinical leaders, and government stakeholders.

• Able to balance strategic thinking with disciplined execution.

• Demonstrates integrity, sound judgment, and professional maturity.

• Committed to continuous improvement and the principles of the Danaher Business System.

Key Performance Indicators

Performance will be assessed against measures including:

• 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

• Execution of strategic account and opportunity plans

• Adoption of commercial excellence tools and processes

Key Working Relationships

Internal Stakeholders

• General Manager

• Head of Sales

• Key Account Managers

• Pre-Sales and WITS Manager

• Service Manager

• Clinical Applications and Operations teams

• Workflow and IT Specialists

• Marketing Manager

• Product Managers

• Finance

• Regulatory Affairs

• Supply Chain

• Legal and Compliance

External Stakeholders

• Ministry of Health Holding Company

• Ministry of Health Health Support Services Center

• Ministry of Health Medical Supplies functions

• NUPCO

• Ministry of Health healthcare clusters

• Central and regional laboratories

• Ministry of Defense healthcare organizations

• Ministry of National Guard Health Affairs

• Ministry of Interior healthcare organizations

• Universities and academic medical institutions

• Public and private hospitals

• Laboratory directors and pathologists

• Clinical and laboratory key opinion leaders

• Procurement and contracting teams

• Third-party solution providers

• Consultants, contractors, and turnkey-project partners

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.