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Danaher Corporation Strategic Account Executive, Texas in Austin, Texas

At Cepheid, we are passionate about improving healthcare through faster, more accurate diagnostic tests. As a member of our team, you’ll get to make an immediate, measurable impact on a global scale, within an environment that fosters career growth and development. Our mission drives us, every moment of every day, to develop rapid groundbreaking solutions for the world’s most complex health challenges.

Position summary:

Responsible for ensuring market presence, increase sales and revenue growth within large strategic accounts and health systems as assigned. Facilitate and develop relationships within the top levels of the IDNs and lead the business activities; namely developing strategy and manage the execution of the strategy by Local Area Team so that the specific sales objectives, both tactical and strategic are met. Success will be demonstrated by the ability to achieve sales goals, execute purchase agreements/contracts, drive compliance, support sales strategies, and carry out marketing strategies throughout the healthcare system on a cross-functional basis and their respective stake holders.

Essential job responsibilities:

  • Achieve sales goals by partnering with the field sales organization in closing new and incremental business and by supervising and driving strategic account contract compliance.

  • Strategic account management through identification, analysis and prioritization of national/regional strategic accounts as assigned, including the evaluation of driven activity, identification of key opportunities, and development of account objectives and collaborative implementation.

  • Establish and cultivate relationships between Cepheid and accounts by maintaining close interaction with senior management and executives, both internal and external.

  • Provide corporate representation at the assigned health system/strategic account headquarters, and on an individual institution basis.

  • Establish company and products credibility at executive levels including, but not limited to: Emergency department, Pharmacy, Infection Control, Infectious Disease, Lab, Supply Chain, VAT, Quality, etc.

  • Conducts quarterly business reviews with manager – emphasis on customer creation, negotiation, execution, and management of legal agreements/contracts at regional & national levels.

  • Organize webinars, symposiums and workshops.

  • Champion and establish relationships and credibility with all buyers - technical, contracting, executive.

  • Report results, ongoing issues, market insights, strategies, tactics, feedback to peers and management.

  • Devise & communicate Programs to Strategic Accounts and sales implementation upon marketing approvals prior to launch.

  • Run a purposeful and coordinated effort at all levels with field sales organization.

  • Work with local sales representatives to educate and align strategic account customers in support of sales and adoption of products.

  • Represent Cepheid in various strategic account conventions and industry functions to position the company as a leader in our market space.

  • Engage Cepheid headquarters and executive management in critical business development meetings with Strategic Customer Groups.

  • Develop and support proposed pricing, contracting and marketing business initiatives in order to tackle marketplace/customer problems while handling Cepheid’s financial and legal exposure.

  • Lead, consult and collaborate with multi-level, cross-functional teams both internal and external on developing business strategies for business development, marketing, promoting and selling of Cepheid products.

  • Effectively lead all available resources to support customers.

  • Supports company vision and direction.

  • Mentor Territory Sales Executives.

  • Other Duties as assigned.

TRAINING RESPONSIBILITIES: (REQUIRED)

Complete all assigned and required training satisfactorily and on time

Minimum requirements:

  • Education and Experience (in years):

  • Bachelor’s degree with 8+ years of successful sales, sales management, or marketing experience OR

  • Master’s degree in a Life Science (Clinical Laboratory, Molecular Biology, Biology, Biochemistry, or Chemistry) with 6+ years of successful sales management, or marketing experience

Knowledge and skills:

  • 1 -2 years prior strategic account management experience required. A significant portion of time is required in the development of one’s corporate account strategy and/or presence.

  • Experience in setting both short (1-2 years) and long-term (3-7 years) business strategies.

  • Effective in influencing and persuading others, results driven, self-motivated, demonstrate ability to plan and organize, and possess solid communication and selling skills.

  • Demonstrated ability to recognize and offer programs and/or solutions to complex customer problems and act with a sense of urgency.

  • Ability to develop contract structure which drives strategic account success.

  • Demonstrated organization/planning skills.

  • Strong executive-level negotiation skills with multi-year agreements.

  • Ability to work cohesively within a team and matrix environment.

  • Experience working closely with field sales and sales management.

  • Physical requirements/abilities: 50% travel is anticipated. Ability to sit for long periods of time due to travel.

    At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law ​.

When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.

Operating Company: Cepheid

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