Danaher Corporation Strategic Account Executive in Washington DC, District Of Columbia
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.
Responsible for ensuring market presence, increase sales and revenue growth within large strategic accounts and health systems as assigned. Facilitate and develop business activities within the assigned account responsibilities. The focus will be to contribute to and achieve specific sales objectives, both tactical and strategic. 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 monitoring 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 competitive 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.
Nurture 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.
Manage 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 VIP business development meetings with Strategic Customer Groups.
Develop and support proposed pricing, contracting and marketing business initiatives in order to solve marketplace/customer problems while managing 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 manage 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
Education and Experience (in years):
Bachelor’s degree with 8+ years of successful 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 OR
Doctoral degree in a Life Science (Clinical Laboratory, Molecular Biology, Biology, Biochemistry, or Chemistry) with 3+ 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.
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.
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