Senior Director, Health Systems Executive - West

Danaher•Denver, CO

1d•Remote

About The Position

As the Sr. Director, Health Systems Executive, you will be responsible for driving your team’s ability to deliver on their financial and business targets. To do this you will empower your team to create, drive and own their assigned accounts over arching strategy and hold them accountable on successful execution. You will coach and guide on account strategy development, healthcare economics, financial/deal structure, and market intelligence. By partnering closely with the Sr. Area Sales Director, you will align Health System and Regional teams on business and customer goals to drive a solution-based partnership approach with our largest customers. This position reports to the Area Sales Vice President / GM and is part of the West Area Sales team and will be fully remote. In this role, you will have the opportunity to: Lead strategic account ownership for top health systems, partnering closely with Health System Executives and internal stakeholders to develop and execute strategies that position Beckman Coulter as a partner of choice. Coach and develop the sales team through strategic guidance and pressure-testing, empowering associates to create, own, and execute strong account strategies while removing obstacles to successful execution. Build and execute year-over-year growth plans that incorporate key value drivers, align to overall business and financial objectives, and demonstrate measurable progress for the assigned team. Own the annual Growth Bridge and execution discipline, leveraging Danaher Business System (DBS) tools to monitor performance, identify gaps, and implement countermeasures to ensure targets are achieved. Drive funnel management rigor and standard work, holding teams accountable to pipeline health, forecasting accuracy, and execution, and taking corrective action when performance gaps arise. Oversee complex commercial processes and deal execution, including review and approval of account strategies, RFPs, financials, master agreements, and amendments, while providing coaching throughout the full sales cycle. Attract, develop, and retain top talent, setting clear performance expectations, providing ongoing feedback and development, collaborating with Sales Operations on account assignments and incentive design, and performance managing when needed.

Requirements

Bachelor’s degree (preferably within business or sciences).
18+ years', progressive commercial experience in a business that serves similar customers or sells similar products OR Masters Degree with 18+ years exp.
5+ years leading highly dynamic sales teams.
Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.
Demonstrated track record of driving sales growth, customer experience and market share growth.
Solid understanding and knowledge of the value chain of all the business opportunities
Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build long lasting relationships and establish significant credibility, trust, and support within all levels of the organization (i.e., Customers, peers, subordinates, and senior management) as well as developing strong followership within the commercial organization.
Healthcare Business Acumen with strong negotiation and commercial skills; can support team and work at the highest levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives.
Can influence strongly at customer sites, gaining trust, buy-in and engagement – ultimately leading to customer loyalty.
Ability to travel – 70-80% travel, overnight
Must have a valid driver’s license with an acceptable driving record

Responsibilities

Lead strategic account ownership for top health systems, partnering closely with Health System Executives and internal stakeholders to develop and execute strategies that position Beckman Coulter as a partner of choice.
Coach and develop the sales team through strategic guidance and pressure-testing, empowering associates to create, own, and execute strong account strategies while removing obstacles to successful execution.
Build and execute year-over-year growth plans that incorporate key value drivers, align to overall business and financial objectives, and demonstrate measurable progress for the assigned team.
Own the annual Growth Bridge and execution discipline, leveraging Danaher Business System (DBS) tools to monitor performance, identify gaps, and implement countermeasures to ensure targets are achieved.
Drive funnel management rigor and standard work, holding teams accountable to pipeline health, forecasting accuracy, and execution, and taking corrective action when performance gaps arise.
Oversee complex commercial processes and deal execution, including review and approval of account strategies, RFPs, financials, master agreements, and amendments, while providing coaching throughout the full sales cycle.
Attract, develop, and retain top talent, setting clear performance expectations, providing ongoing feedback and development, collaborating with Sales Operations on account assignments and incentive design, and performance managing when needed.