National Sr. Director, Health Systems Executives

Thermo Fisher Scientific • Pittsburgh, PA

2d • Onsite

About The Position

The Senior Director of Sales is a member of the sales leadership team and reports to the Head of Global Sales. The role leads a national team of Health Systems Executive Directors and implementation teams, and owns the national sales strategy for Fisher Healthcare’s key Integrated Delivery Networks (IDNs), Commercial Reference Laboratories, and Academic Medical Center customers. The Sr. Director drives market-share growth and customer alignment by pursuing new business across IDN and Government segments and expanding share of wallet within existing contracted accounts through contract pull-through and broader adoption.

The role partners closely with the Healthcare Market Division field sales organization to align strategy and execution. It manages teams responsible for enterprise partners across acute, non-acute, and commercial reference laboratory sectors, builds relationships with C-suite executives and senior healthcare leaders, and identifies opportunities to drive revenue growth. The position uses knowledge of clinical diagnostics and the U.S. healthcare industry to identify market trends, strategic opportunities, and enterprise needs.

Requirements

• Bachelor of Science degree in a scientific field or business.
• At least 10 years of relevant enterprise-level sales experience.
• At least 5 years in management and senior-level business development, strategic marketing, or national/corporate accounts.
• Experience managing people, leading impactful teams, and developing future leaders.
• Experience with large contract values of $8 million or more and a consistent record of exceeding quotas.
• Effectiveness in commercial roles, including selling at the executive/C-suite level and leading teams that do so.
• Proven strategic account management and large-account management experience.
• Strong financial competence to understand operational drivers and assess opportunity attractiveness, including IRR, return on investment, and NPV.
• Ability to develop and negotiate sophisticated, multiyear agreements with partners.
• Marketing competence in market landscaping, customer segmentation, and developing and quantifying value propositions and messaging for service product offerings.
• Familiarity with operations, supply chain, and project management.
• Experience using CRM software for pipeline management and forecasting.
• Self-directed and intrinsically motivated, with flexibility to adapt in a constantly evolving environment.
• Strong drive for results and excellent talent-development and leadership skills.

Nice To Haves

• MBA or advanced degree.
• Experience with GPOs, government contracts, and implementation of large contracts.

Responsibilities

• Manage Health System Executive Director teams across business development, government, and share-of-wallet functions, as well as implementation teams responsible for large enterprise partners.
• Own and drive the national sales strategy in alignment with organizational goals and priorities.
• Increase Fisher Healthcare’s market share within key accounts through portfolio expansion, new business opportunities, and mutual value creation.
• Lead business reviews to assess and prioritize opportunities based on profitability, strategic fit, capacity, and resource utilization.
• Engage in planning and prioritizing projects throughout the enterprise.
• Build and manage relationships with C-suite executives and senior leaders at enterprise healthcare organizations to identify opportunities and drive revenue growth.
• Maintain and grow relationships with executive-level decision-makers and influencers at existing customers and prospects.
• Partner with the Healthcare Market Division field sales organization to align strategy and execution.
• Use clinical diagnostics and U.S. healthcare industry knowledge to identify market trends, strategic opportunities, and enterprise needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior