Company: Leica Biosystems Location: Chicago, IL 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
Director of Sales - Pathology Midwest
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
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
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
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
50% - 75%
Frequent overnight travel, often with short notice. Occasional international travel may be required
Must possess a valid rivers 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.
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 email@example.com to request accommodation.
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