Danaher Corporation Senior Area Sales Director, Northeast in Mayfield Heights, Ohio
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.
The Sr. Area Sales Director is responsible for the leadership, planning, developing, and oversight of all sales activities to ensure area revenue, profit and customer satisfaction goals are met for the area. The primary responsibility is to develop and lead a team of Regional Directors and a Regional Director, Strategic Accounts to achieve sales goals while selling a premium molecular diagnostic product line into target markets. The Area Sales Sr. Director will oversee and manage key performance metrics to include funnel management.
ESSENTIAL JOB RESPONSIBILITIES:
Responsible for sales performance of the area.
Interpret sales data analytics and market insights in order to translate into actionable strategies for the area sales team.
Direct, inspire, coach, and motivate Regional Directors and sales representatives to accomplish sales goals.
Coach sales leaders on key influences for developing sales personnel to accelerate sales wins in hospitals, labs, and health systems.
Facilitate opportunities for team’s ongoing professional development.
Oversee the introduction of new testing concepts and products into target markets.
Collaborate with sales and FAS leadership to execute winning region-specific sales plans.
Manage large strategic contract negotiations.
Work with Executive Leadership and Marketing to provide market insights.
Prospect and recruit top sales and sales management talent.
Ability to travel 60% of the time.
Achieve sales goals.
Proactive approach to analyzing, diagnosing, and prescribing strategic business solutions to meet company sales goals.
Maintains effective collaboration and coordination of internal resources to ensure company sales goals are met.
Experience planning and driving new product launch strategies in conjunction with Product Marketing.
Provides consistent field interaction and communication to ensure company's message is clearly communicated.
Ability to connect with and coordinate between key customers and internal/external stakeholders to promote and expand business opportunities.
Hire, assess, coach and develop high quality sales leaders and recommend changes as necessary.
Coordinate training events for sales personnel within Area.
TRAINING RESPONSIBILITIES: (REQUIRED)
Complete all assigned and required training satisfactorily and on time
For people managers, ensure your associates attend and complete all required trainings satisfactorily and on time.
Education and Experience (in years):
Bachelor’s degree with 14+ years of experience OR
Master’s/Doctoral degree with 12+ years of experience AND
4+ years managing people
Knowledge and skills:
Strong track record of success in both capital equipment and reagent sales.
Expertise selling premium products.
Expertise with multi-departmental sales.
Experience with customer base within Area
Strong oral, written communications and presentation skills.
Experience and success selling to physicians, laboratory professionals, infection control staff and hospital administration.
Skilled in Microsoft Word, Excel, PowerPoint applications.
Skilled using a CRM application such as Salesforce.com.
- Must be able to stand for several hours. Work may involve repetitive arm/wrist motions.
Must be able to sit for long periods of time during business travel.
- DBS Growth Tool (or similar) experience preferred
The statements in this description represent typical elements, criteria and general work performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills for this job.
As part of the Danaher family of companies, our work at Cepheid is supported by a global science and technology innovator. In addition to Danaher’s unrivaled leadership training and professional development programs, this relationship also provides expanded career opportunities across industries and brands. Together, we are united by a shared purpose: Helping Realize Life’s Potential.
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified 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. The “EEO is the Law” poster is available here (http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf) .
Operating Company: Cepheid