Deal Design Consultant

📍 Job Overview

Job Title: Deal Design Consultant

Company: Danaher Corporation

Location: USA - Remote

Job Type: FULL_TIME

Category: Revenue Operations / Sales Operations / Commercial Operations

Date Posted: 2026-06-05

Experience Level: 5-10 Years

Remote Status: Fully Remote

🚀 Role Summary

• Drive disciplined deal execution through expert support of commercial agreements, pricing strategy, and financial alignment for the North American sales organization.

• Own end-to-end quote creation, configuration, and maintenance within Salesforce.com, acting as a primary execution partner to the field sales team.

• Independently manage single-site deals and provide analytical support for complex, multi-site agreements and formal RFPs.

• Collaborate cross-functionally with Sales, Pricing, Finance, Service, and Contracts to ensure timely, accurate, and compliant deal execution.

• Contribute to continuous improvement initiatives by enhancing Salesforce data hygiene, tracking quote activity, and supporting the development of standardized quoting processes and best practices.

📝 Enhancement Note: This role is positioned within a growing Deal Desk / Quote Desk operating model, indicating a strategic shift towards centralized deal execution. The emphasis on Salesforce.com and CPQ systems suggests a need for strong operational process management and system proficiency. The "Deal Design" title implies a blend of analytical rigor and creative problem-solving in structuring commercial agreements.

📈 Primary Responsibilities

• Support the Sales organization in developing and executing deal strategies for small to mid-scale customer opportunities, ensuring alignment with customer requirements, business objectives, and established pricing and approval frameworks.

• Independently structure, analyze, and approve single-site and lower-risk commercial agreements, while providing analytical and execution support on complex, multi-site deals and formal RFPs led by senior Deal Design leadership.

• Serve as a primary execution partner to field Sales by owning end-to-end quote creation, configuration, iteration, and maintenance in Salesforce.com, translating high-level deal direction into accurate, compliant, and executable quotes.

• Act as a central point of coordination for quote requests, including intake, scoping validation, build, revision, and resubmission, enabling Sales teams to focus on customer engagement rather than administrative tasks.

• Collaborate cross-functionally with Sales, Pricing, Finance, Service, and Contracts to validate assumptions, perform financial and margin analysis, and ensure timely, accurate deal execution.

• Support deal governance by reviewing assigned deals for accuracy, completeness, data quality, and adherence to standard processes and approval requirements; escalate non-standard or high-complexity scenarios as appropriate.

• Contribute to continuous improvement by maintaining strong Salesforce data hygiene, tracking quote activity and turnaround times, and supporting the development and adoption of standardized quoting processes, templates, and best practices.

📝 Enhancement Note: The responsibilities highlight a dual focus: independent ownership of smaller deals and collaborative support for larger, more complex transactions. The explicit mention of "end-to-end quote creation" and "ownership" within Salesforce.com emphasizes the hands-on nature of the operational execution required. The cross-functional collaboration component is critical for ensuring all deal aspects are considered and aligned.

🎓 Skills & Qualifications

Education: Bachelor's degree in a relevant field (e.g., Business, Finance, Operations, or a related discipline).

Experience: 5+ years of relevant experience in pricing, finance, commercial operations, sales operations, contract development, or a related function. Experience in Laboratory diagnostics inside sales or sales is also considered.

Required Skills:

• Working knowledge of commercial deal structures, pricing methodologies, and financial analysis.

• Experience supporting or working within CPQ (Configure, Price, Quote) systems.

• Ability to operate effectively in a cross-functional, matrixed environment.

• Comfort operating in a high-volume, fast-paced sales environment with multiple concurrent quote requests and deadlines.

• Strong analytical and problem-solving skills with meticulous attention to detail.

• Excellent communication and interpersonal skills for effective stakeholder collaboration. Preferred Skills:

• Hands-on experience building and managing quotes, opportunities, and customer records within Salesforce.com.

• Experience supporting formal RFP (Request for Proposal) responses or customer pricing proposals.

• Exposure to healthcare, diagnostics, or laboratory environments.

• Awareness of IDN (Integrated Delivery Network) customer structures or multi-site commercial agreements.

• Previous experience in Pre-Sales, Inside Sales, Sales Operations, or Commercial Enablement roles.

📝 Enhancement Note: The requirement for 5+ years of experience, coupled with the mention of supporting complex deals and RFPs, suggests this role is suitable for mid-level operations professionals. The preference for Salesforce.com and CPQ experience, particularly Oracle CPQ, is a strong indicator of the core technology stack. Experience in the diagnostics or healthcare sector would be a significant advantage due to the company's industry.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Deal Structuring Case Studies: Showcase examples of how you have structured and analyzed commercial agreements, highlighting your understanding of pricing strategies, financial implications, and risk mitigation.

• Quote Generation Examples: Provide anonymized samples or descriptions of quotes you have created, demonstrating proficiency in translating customer needs into accurate and compliant pricing configurations within a CPQ or CRM system.

• Process Improvement Initiatives: Detail instances where you identified inefficiencies in deal or quote processes and implemented solutions, quantifying the impact on speed, accuracy, or revenue.

• Cross-Functional Collaboration Documentation: Illustrate how you have worked with Sales, Finance, Legal, or Service teams to resolve deal-specific issues or gain necessary approvals, emphasizing communication and problem-solving approaches.

Process Documentation:

• Workflow Design & Optimization: Demonstrate experience in mapping existing deal or quoting workflows, identifying bottlenecks, and proposing optimized processes for enhanced efficiency and compliance.

• System Implementation & Automation: If applicable, showcase experience with CPQ or CRM system configurations, data integration, or automation efforts that streamlined deal execution.

• Performance Measurement & Analysis: Provide examples of how you have tracked and reported on key metrics such as quote turnaround time, deal volume, win rates, or margin performance, and how these insights informed process adjustments.

📝 Enhancement Note: For a Deal Design Consultant role, a portfolio should emphasize tangible outputs related to deal structuring, pricing analysis, and quote generation. Demonstrating an understanding of system capabilities (CPQ, Salesforce) and process optimization is crucial. Quantifiable results, particularly those related to efficiency gains or revenue impact, will be highly valued.

💵 Compensation & Benefits

Salary Range: $100,000 - $125,000 USD per year. This range is an estimate based on the provided job description and US market data for similar roles. Actual compensation may vary based on location, experience, and other factors.

Benefits:

• Paid Time Off (PTO)

• Comprehensive Medical Insurance

• Dental Insurance

• Vision Insurance

• 401(k) retirement savings plan with company contributions (eligibility details may apply)

• Incentive pay (bonus or commission structure, details to be provided)

Working Hours: Standard full-time hours, typically 40 hours per week. While the role is fully remote, maintaining consistent availability during core business hours for cross-functional collaboration and timely quote delivery is expected. Flexibility may be offered, but responsiveness to urgent sales requests remains key.

📝 Enhancement Note: The salary range provided is competitive for a remote Deal Design Consultant role in the US with 5-10 years of experience. The inclusion of incentive pay suggests a performance-driven component to the compensation. The benefits package is standard for a large corporation like Danaher, offering a solid foundation for employee well-being.

🎯 Team & Company Context

🏢 Company Culture

Industry: Life Sciences, Diagnostics, and Biotechnology. Beckman Coulter Diagnostics, an operating company of Danaher Corporation, focuses on clinical diagnostics, playing a critical role in improving patient health.

Company Size: Danaher Corporation is a large, multinational conglomerate with over 65,000 employees globally. Beckman Coulter Diagnostics itself is a significant entity within this structure, indicating a robust organizational framework and resources.

Founded: Beckman Coulter has a history spanning over 90 years, while Danaher Corporation was founded in 1969. This long-standing presence suggests a stable, established company with deep industry expertise and a commitment to long-term growth.

Team Structure:

• Deal Desk / Quote Desk Model: This role is part of an evolving centralized Deal Desk/Quote Desk operating model, suggesting a team dedicated to streamlining and standardizing deal execution processes.

• Reporting Structure: The position reports to the Senior Director, Deal Design, indicating a clear hierarchy within the Deal Design function.

• Cross-functional Collaboration: Expect to work closely with field Sales teams, Pricing specialists, Finance departments, Service teams, and Contract administrators. This collaborative approach is essential for successful deal closure.

Methodology:

• Danaher Business System (DBS): Danaher operates under the Danaher Business System, a set of lean manufacturing principles and continuous improvement tools focused on driving efficiency, quality, and customer satisfaction. Applicants should be prepared to understand and potentially apply DBS principles.

• Data-Driven Decision Making: The emphasis on financial alignment, margin analysis, and data hygiene in Salesforce points to a culture that values data-driven insights for strategic decision-making.

• Process Optimization: Continuous improvement of quoting and deal processes is a key focus, indicating an environment that encourages proactive problem-solving and efficiency enhancements.

Company Website: www.danaher.com and www.beckmancoulter.com

📝 Enhancement Note: Understanding the Danaher Business System (DBS) is crucial for success in this role and at Danaher companies. The company's focus on innovation and continuous improvement within life sciences and diagnostics should be a point of interest for candidates. The centralized Deal Desk model implies a structured, process-oriented environment.

📈 Career & Growth Analysis

Operations Career Level: This role is positioned as a "Consultant," typically indicating a mid-to-senior level within an operations or commercial support function. It involves independent management of defined responsibilities with the ability to support more complex scenarios.

Reporting Structure: Reporting to a Senior Director of Deal Design places this role within a specialized function that directly supports commercial strategy and execution. This offers visibility into high-level deal-making and strategic sales initiatives.

Operations Impact: The Deal Design Consultant plays a pivotal role in enabling sales success by ensuring that commercial agreements are structured effectively, financially sound, and compliant. Their work directly impacts revenue generation, customer satisfaction, and profitability by facilitating efficient and accurate deal closures.

Growth Opportunities:

• Specialization within Deal Design: Deepen expertise in complex deal structuring, advanced pricing strategies, or specific product lines within Beckman Coulter Diagnostics.

• Transition to Senior Roles: Progress to Senior Deal Design Consultant or Managerial positions, leading deal teams or overseeing specific regions/product portfolios.

• Cross-functional Moves: Leverage experience in commercial operations to move into broader Sales Operations, Finance, or Commercial Strategy roles within Danaher or its operating companies.

• DBS Expertise Development: Gain a strong understanding and application of the Danaher Business System, which is a highly valued skill set across the organization and can open doors to various leadership and operational excellence roles.

📝 Enhancement Note: The "Consultant" title suggests a path for growth into more senior or leadership roles within Deal Design or Sales Operations. The emphasis on the Danaher Business System provides a clear avenue for developing transferable skills highly valued across the conglomerate.

🌐 Work Environment

Office Type: Fully Remote. This position is eligible for remote work from the employee's home within the United States, offering significant flexibility.

Office Location(s): While the role is remote, the company has physical locations in various US cities including Washington D.C., Boston, Brea (CA), Chicago, and Minneapolis. This indicates a distributed workforce and potential for in-person collaboration if needed or desired in specific circumstances, though the primary mode is remote.

Workspace Context:

• Independent Work: The remote nature requires self-discipline, effective time management, and the ability to work autonomously.

• Digital Collaboration: Expect extensive use of virtual communication tools (e.g., video conferencing, instant messaging, shared document platforms) for collaboration with internal teams and stakeholders.

• Technology Enablement: Access to necessary software, hardware, and IT support will be provided to facilitate remote work and access to critical systems like Salesforce.com and CPQ.

Work Schedule: Standard full-time (40 hours/week) with an expectation of availability during core business hours to support sales teams effectively. While remote work offers flexibility, responsiveness to urgent quote requests and deal-related inquiries is paramount for successful deal execution.

📝 Enhancement Note: The fully remote nature of this role is a significant advantage for candidates seeking work-life balance and geographical flexibility. However, it also necessitates strong self-management skills and proficiency in remote collaboration tools.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A recruiter or hiring manager will likely review your application and conduct an initial phone screen to assess basic qualifications and cultural fit.

• Technical/Skills Assessment: Expect interviews focusing on your experience with pricing, financial analysis, CPQ systems, and Salesforce.com. This may include scenario-based questions or a review of your portfolio.

• Case Study/Deal Simulation: A common component for this type of role is a case study or a simulated deal scenario where you'll be asked to analyze requirements, propose a solution, structure pricing, and justify your recommendations, often presenting your findings.

• Cross-functional Interviews: You may interview with representatives from Sales, Finance, or other departments you'd collaborate with to gauge your ability to work effectively in a matrixed environment.

• Final Interview: Typically with the Senior Director, Deal Design, to discuss strategic alignment, career aspirations, and final fit.

Portfolio Review Tips:

• Quantify Achievements: For each project or case study, highlight specific metrics and quantifiable results (e.g., "Reduced quote turnaround time by 15%," "Contributed to closing deals with an average margin of X%").

• Showcase Process Thinking: Clearly articulate the steps you took, the challenges you faced, and the solutions you implemented. Use diagrams or flowcharts if beneficial to illustrate complex processes.

• System Proficiency Examples: If possible, include anonymized examples of configurations or reports from Salesforce.com or CPQ systems that demonstrate your technical skills.

• Tailor to the Role: Emphasize experience with commercial agreements, pricing strategy, quote generation, and cross-functional collaboration, as these are core to the Deal Design Consultant position.

• Be Prepared to Discuss: Have a clear and concise narrative for each item in your portfolio, ready to explain your role, the impact, and the lessons learned.

Challenge Preparation:

• Understand Deal Dynamics: Familiarize yourself with common sales cycles, customer objections, and the typical components of a commercial agreement in the life sciences or diagnostics sector.

• Practice Financial Analysis: Be ready to perform basic margin calculations, analyze pricing scenarios, and discuss financial implications of different deal structures.

• Salesforce & CPQ Scenarios: Prepare for questions about how you would navigate specific situations within Salesforce.com or a CPQ system, such as creating complex quotes, handling product configurations, or updating opportunities.

• Cross-functional Communication: Practice articulating complex information clearly and concisely to different audiences (e.g., explaining financial terms to a salesperson, explaining sales needs to a finance team).

📝 Enhancement Note: A strong portfolio is critical for this role. Candidates should focus on demonstrating practical application of their skills in deal structuring, pricing, and system utilization. The interview process will likely involve practical assessments to verify these capabilities.

🛠 Tools & Technology Stack

Primary Tools:

• Salesforce.com: Extensive hands-on experience with Salesforce is a strong preference, specifically in managing quotes, opportunities, and customer records. Proficiency in its configuration and reporting capabilities is highly advantageous.

• CPQ Systems: Experience with Configure, Price, Quote (CPQ) systems is essential. Oracle CPQ is specifically mentioned as preferred, but experience with other major CPQ platforms (e.g., Salesforce CPQ, SAP CPQ) is valuable.

• Microsoft Office Suite: Advanced proficiency in Excel for financial analysis, modeling, and reporting. Familiarity with Word for documentation and PowerPoint for presentations.

Analytics & Reporting:

• Salesforce Reporting & Dashboards: Ability to create and interpret reports and dashboards within Salesforce to track quote activity, sales pipeline, and performance metrics.

• Excel Analysis: Advanced analytical capabilities in Excel for financial modeling, sensitivity analysis, and margin calculations.

• Business Intelligence Tools (Potential): While not explicitly stated, exposure to BI tools like Tableau or Power BI could be beneficial for more advanced data analysis and visualization.

CRM & Automation:

• Salesforce.com: As the primary CRM, deep understanding of its functionalities for sales processes is key.

• CPQ Systems: These systems automate the quoting process, ensuring accuracy and compliance.

• Integration Concepts: Understanding how CRM and CPQ systems integrate with other business systems (e.g., ERP, finance systems) is beneficial for troubleshooting and process improvement.

📝 Enhancement Note: Proficiency in Salesforce.com and a CPQ system (ideally Oracle CPQ) are core technical requirements. The ability to leverage these tools for efficient deal execution and data analysis is paramount.

👥 Team Culture & Values

Operations Values:

• Customer Focus: A commitment to supporting the sales team and ultimately, the customer, by providing accurate, timely, and effective deal solutions.

• Integrity & Compliance: Adherence to established governance, pricing frameworks, and approval processes to ensure ethical and compliant deal execution.

• Continuous Improvement: A mindset geared towards identifying and implementing efficiencies in processes, systems, and workflows to enhance productivity and accuracy.

• Collaboration & Teamwork: A strong emphasis on working effectively across departments to achieve shared goals, fostering an environment of mutual support and knowledge sharing.

• Data-Driven Approach: Valuing data accuracy and leveraging insights from data analytics to inform deal strategies and process improvements.

Collaboration Style:

• Proactive & Responsive: Engaging proactively with sales teams to understand their needs and responding promptly to quote requests and deal-related inquiries.

• Cross-functional Partnership: Building strong working relationships with Finance, Pricing, Legal, and Service teams to ensure all aspects of a deal are aligned and supported.

• Solution-Oriented: Focusing on finding practical and effective solutions to complex deal challenges, often involving negotiation and compromise among stakeholders.

• Knowledge Sharing: Willingness to share best practices and insights related to deal structuring, pricing, and system utilization to elevate the performance of the broader team.

📝 Enhancement Note: The culture likely emphasizes efficiency, accuracy, and a strong sense of ownership, aligned with the Danaher Business System. Collaboration is key, as deals involve multiple stakeholders.

⚡ Challenges & Growth Opportunities

Challenges:

• Balancing Speed and Accuracy: The fast-paced sales environment requires quick turnaround times for quotes, while maintaining absolute accuracy in pricing and configurations to avoid financial or legal issues.

• Complexity of Deals: Supporting multi-site agreements and formal RFPs can involve intricate requirements, extensive documentation, and multiple approval layers, demanding strong analytical and organizational skills.

• System Integration & Data Integrity: Ensuring seamless data flow between Salesforce.com, CPQ, and other systems, and maintaining high data hygiene, can be an ongoing challenge requiring diligence and attention to detail.

• Navigating Stakeholder Needs: Effectively managing expectations and collaborating with diverse stakeholders (Sales, Finance, Legal, etc.), each with their own priorities, requires strong communication and negotiation skills.

Learning & Development Opportunities:

• Advanced Deal Structuring & Pricing: Deepen expertise in complex financial modeling, multi-currency deals, and advanced pricing strategies relevant to the life sciences sector.

• CPQ & Salesforce Mastery: Become a subject matter expert in the specific CPQ and Salesforce configurations used by Danaher, potentially leading to system administration or optimization roles.

• Danaher Business System (DBS) Training: Formal training and application of DBS principles, which can significantly enhance operational efficiency and problem-solving capabilities.

• Commercial Strategy Exposure: Gain insights into broader commercial strategies and market dynamics through close collaboration with sales leadership and strategic account teams.

• Leadership Development: Opportunities to mentor junior team members, lead small projects, or take on more responsibility for complex deal portfolios.

📝 Enhancement Note: This role offers substantial opportunities for professional growth by tackling complex deal scenarios and mastering critical operational systems. The exposure to Danaher's renowned business system is a significant development advantage.

💡 Interview Preparation

Strategy Questions:

• "Describe a complex commercial deal you were involved in. What was your role, what were the key challenges, and how did you contribute to its successful execution?" (Focus on deal structure, financial analysis, and cross-functional collaboration.)

• "How would you approach creating a quote for a multi-site customer with varying product needs and pricing structures across locations?" (Demonstrate understanding of CPQ/Salesforce capabilities, pricing logic, and data organization.)

• "Imagine a situation where the Sales team is pushing for a non-standard pricing concession. How would you evaluate this request, what factors would you consider, and how would you communicate your recommendation to management?" (Highlight analytical process, risk assessment, and communication skills.) Company & Culture Questions:

• "What do you know about Danaher Corporation and Beckman Coulter Diagnostics, and why are you interested in this role within our industry?" (Research the company's mission, values, and recent achievements, particularly in diagnostics.)

• "How do you align with a 'continuous improvement' culture, such as the Danaher Business System?" (Provide examples of how you've identified and implemented process improvements in your previous roles.)

• "Describe your experience working in a matrixed organization. How do you ensure effective collaboration with diverse stakeholders?" (Emphasize communication strategies, relationship-building, and conflict resolution.) Portfolio Presentation Strategy:

• The STAR Method: For behavioral questions, use the STAR method (Situation, Task, Action, Result) to clearly articulate your experiences and quantifiable outcomes.

• Visual Aids: If presenting your portfolio, use clear, concise slides. For deal examples, consider anonymized flowcharts of the deal process or simplified financial summaries.

• Focus on Impact: For each portfolio item, emphasize the "so what?" – what was the business impact of your work (e.g., increased revenue, improved efficiency, reduced risk)?

• System Demonstrations: Be prepared to walk through specific examples of how you've used Salesforce.com or CPQ systems, if possible, or describe the functionalities you utilized in detail.

• Conciseness: Be prepared to summarize your portfolio items effectively, as interview time is often limited. Highlight the most relevant achievements for this specific role.

📝 Enhancement Note: Interview preparation should focus on demonstrating a blend of analytical acumen, system proficiency, and strong interpersonal skills. Candidates should be ready to articulate their experience with specific examples and quantify their impact.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided link on the Danaher careers portal.

• Tailor Your Resume: Customize your resume to highlight keywords and experiences directly relevant to deal design, pricing strategy, financial analysis, CPQ systems, and Salesforce.com. Quantify your achievements with specific metrics whenever possible to showcase your impact.

• Prepare Your Portfolio: Compile a concise portfolio that includes anonymized examples of deal structures, pricing analyses, quote generation processes, and any process improvement initiatives you've led. Focus on demonstrating your problem-solving skills and quantifiable results.

• Practice Interview Responses: Rehearse answers to common interview questions, particularly those related to deal structuring, system usage (Salesforce, CPQ), cross-functional collaboration, and problem-solving. Be ready to discuss your portfolio items in detail.

• Research Danaher & DBS: Thoroughly research Danaher Corporation, Beckman Coulter Diagnostics, and the Danaher Business System (DBS). Understand their mission, values, and how DBS drives operational excellence. This will help you articulate your alignment with the company culture and operational philosophy.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.