Area Sales Manager - Distribution Sales (Central US)

Danaher Corporation

7d•$103,000 - $170,000•Remote

About The Position

This position reports to the National Director, Channel Sales and is part of the distribution team working remotely to cover the Central Area of the US to include from North Dakota to Alabama covering over 15 states in between. Learn about the Danaher Business System which makes everything possible. The Area Sales Manager (ASM) – Distribution Sales leads a team of 7–8 Key Channel Executives to achieve sales goals, protect margins, and expand our presence in the highly competitive non-acute diagnostics market as well as independent hospitals not affiliated with a health system or IDN. This role is responsible for strategic planning, coaching, and execution to ensure revenue, profit, and customer satisfaction targets are met in partnership with authorized distributors and their sales teams. In addition to managing a team, this role is responsible for managing the forecasting and funnel management, to align with meeting and exceeding targeted sales goals. The ASM will collaborate with distributor leaders and reps to align on targets and goals for the area along with partnering to support Beckman Coulter customers. The ASM drive sales in the non-acute space - physician office labs, clinics, reference labs, and other laboratories including independent hospitals, while also contributing to larger strategic opportunities with corporate and national account teams to support overarching business strategy and approach.

Requirements

BS/BA degree required
9+ years of complex clinical sales experience, selling into the non-acute space with a strong preference towards the diagnostics space and through distribution channels.
Robust competitive spirit and results orientation and relentless customer focus.
High potential sales leader/manager/performer with a solid track record of career progression and runway to develop further with a history of driving for results; demonstrated track record of sales growth, customer experience and market share growth.
Relentlessly attracts, engages and develops people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial
Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
Must be willing to travel approx.. 60%, including overnight travel.
Must have a valid driver’s license with an acceptable driving record

Nice To Haves

Previous experience leading teams is preferred.
Previous experience in lab diagnostics, device or distribution strongly preferred.
MBA degree preferred with 7+ years of experience.

Responsibilities

Lead and inspire a team of Key Channel Executives to achieve sales and financial goals in the non-acute and independent hospital diagnostics market, partnering closely with distributors to execute area strategies.
Strengthen customer and channel relationships by developing high-impact partnerships and collaborating with distribution leaders on joint sales initiatives.
Guide your team on account strategy, pricing, and deal structure to ensure profitable growth while removing obstacles to success.
Support your team on territory management and increasing market share performance in the area.
Maintain accurate sales forecasts, present dashboard metrics, and ensure consistent adoption of SFDC to manage and track performance.
Actively use and leverage all sales tools to support the team and overall management of the area.
Lead monthly Ops reviews for the area aligning the cross functional support of initiatives and tactics.
Establish team cadence and calendar to effectively and efficiently manage the team performance and execution, establish strong distributor relationships for the market and excel in customer satisfaction for the area.