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Director of Sales - Pathology Southeast
Company: Leica Biosystems
Location: Atlanta, GA
Employment Type: Full Time
Date Posted: 06/20/2022
Expire Date: 07/20/2022
Job Categories: Customer Service and Call Center, Finance/Economics, Healthcare, Other, Healthcare, Practitioner and Technician, Information Technology, Sales, Counseling, Executive Management, Franchising, Research & Development, Medical, Energy / Utilities
Job Description
Director of Sales - Pathology Southeast

Leica Biosystems mission of Advancing Cancer Diagnostics, Improving Lives is at the heart of our corporate culture. Were a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.

Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, youre helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day.

Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, were working at the pace of change to improve patient lives with diagnostic tools that address the worlds biggest health challenges.

Reporting to the VP U.S. Sales, the Director of Sales - Pathology, is responsible for driving business growth for the Company in their assigned U.S. region for our core business instrumentation and consumable business verticals. The Director will provide action-oriented vision and leadership enabling the organization to achieve strategic sales, revenue and profitability objectives. As well as being strategic, this person will need to be a proven leader and key advisor on future sales initiatives and opportunities. The role requires leading and maintaining a world class sales organization capable of successfully executing complex, multilevel sales campaigns within the target market.

  • Deliver budgeted performance through achieving or exceeding planned growth for all product lines within the defined region

  • Lead a team of regional managers and their associates responsible for the core business product areas including Immunohistochemistry, Histology instrumentation and consumables

  • Develop and execute sales plans (quotas) with a thoughtful and strategic approach to each regions potential and market growth objectives

  • Validation of regional business plans, top account strategies and relationship management for each of the regional managers franchises on a semi-annual basis

  • Own the regional forecast using a 30-60-90 day rolling methodology through rigorous weekly funnel management and opportunity review with the regional managers

  • Using best practices for KPI measurement, track major objectives weekly/monthly/quarterly for review with the VP of sales, ensuring consistency and alignment with other regions for continuity of data reporting

  • Oversee and enforce elite selling practices, including Korn Ferry sales methodologies, competitive selling and hunting/prospecting skills

  • Scrutinize and approve long term contracts and quotations for compliance with business policies

  • Monitor contract performance in the assigned region, with close watch on compliance, and negotiation for long term relationships that are beneficial to both LBS and the customer

  • Attract and retain a top performing sales team, focused on extreme urgency and a holistic sense of accountability to the entirety of the customer relationship

  • Develop direct reports with an active succession plan in place and oversee the performance for growth process with the whole team (including goal alignment and compensation plans)

  • Continuously drive Voice of the Customer (VOC) back into all parts of the business to ensure customers interests are prominently positioned to provide excellent customer solutions

  • Represent the organization in customer negotiations, trade shows, seminars, conferences and other official occasions

  • Build solid cross functional relationships with service and applications teams, fostering best in class, high touch, customer service

Required Skills/Experience:

  • Minimum of 10 years of demonstrated success in leading teams selling medical equipment or life science equipment and consumables to both research and clinical environments

  • Excellent competency in business management, financial acumen and contracting

  • Strong display of analytical capability, creating and analyzing complex data sets and taking action

  • Experience developing high level, senior management relationships in the marketplace

  • Track record of building strong external alliances and channels in the healthcare industry

  • In-depth experience with sales methods, policies, processes, tools and procedures

  • Demonstrated ability to effectively lead a large, geographically distributed and organizationally complex team in a fast paced and dynamic environment

  • Ability to understand the long term strategy short term execution to support multi-year visions

  • High energy performer who operates as part of a team and whose enthusiasm inspires and motivates teams, peers and customers

  • Understanding of the FDA regulatory environment

  • Knowledge of regional hospital networks, IDNs and national reference lab accounts

  • Familiarity with GPO organizations

Personal Attributes:

  • Strategic yet with a hands-on attitude, willing to lead, guide and provide expertise

  • The ability to build rapport at all levels of the organization and the corporation

  • Foster an environment of accountability, approachability and availability to your managers and associates with full support of a diverse and inclusive environment

  • Energy and motivation to work in an atmosphere of high growth and multiple activities

  • Uncompromising personal integrity with highest ethical standards

  • Team leader and team builder who leads by example

  • Excellent interpersonal and communication skills both oral and written

  • Excellent negotiation and closing abilities

  • Performance driven with personal accountability for region and team

  • A sense of urgency displaying natural, proactive ownership and execution of business critical items

  • Collaborative manager willing to drive results by influence, balance and partnership

List of Education, Certifications, Training

  • Bachelors degree sciences or healthcare related focus is preferred

  • Advanced degree (MBA) preferred

  • Certifications or experience with popular selling methodologies preferred (Korn Ferry, Challenger, Counselor Salesperson, etc)

  • Histology/Pathology experience preferred

Travel

  • 50% - 75%

  • Frequent overnight travel, often with short notice. Occasional international travel may be required

  • Must Possess a valid drivers license and meet fleet eligibility requirements

Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable law.

When you join us, youll also be joining Danahers global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, youll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful 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.

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 youve ever wondered whats within you, theres no better time to find out.

Contact Information
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Company Name: Leica Biosystems
Phone Number:
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Website: https://jobs.danaher.com/global/en/...
Company Description:

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