Vice President, National Strategic Accounts

Danaher•Dallas, TX

2d•Remote

About The Position

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? At Beckman Coulter Diagnostics, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact. You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life. As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. Learn about the Danaher Business System which makes everything possible. The growth of the National Accounts, GPO and Government segment of the medical diagnostics market offers a truly exciting opportunity for Beckman Coulter. With our strong automation and IT portfolio, we are ideally positioned to grow our market share in this segment. Reporting to the Sr. Vice President and GM of North America, the Vice President, Strategic & National Accounts , for Beckman Coulter Diagnostics, will be primarily responsible for leading a team to drive profitable growth of the Strategic Accounts business within NACO. S/he will develop and execute a strategy for all aspects of the strategic sales function within the commercial organization, with aim of gaining market share and moving the business to number one in the market .

Requirements

Proven senior commercial leadership experience, including 15+ years of progressive experience in a relevant market, a track record of leading sustainable change and continuous improvement, a commitment to attracting and developing talent, and a bachelor’s degree required; MS/MBA preferred.
Strong Commercial / Sales Management experience within a large, complex diagnostics or healthcare company, with success leading strategic account growth, closing large multi-disciplinary deals, and operating effectively in a matrixed environment.

Nice To Haves

Strong competitive spirit, results orientation, and relentless customer focus, with a demonstrated track record of driving sales growth, customer experience, and market share expansion.
Exceptional strategic thinking, commercial judgment, and executive presence, with the ability to help customers articulate strategies, create value-based solutions, and negotiate complex, profitable deals aligned to revenue and margin objectives.
Strong quantitative, analytical, and problem-solving skills, with the ability to simplify complex issues, assess markets and competitors, develop action plans, and execute both strategically and tactically when performance is off track.
Outstanding interpersonal and influence skills, with the ability to build credibility, trust, and followership across customers, peers, senior leaders, direct reports, and cross-functional partners inside and outside the organization.

Responsibilities

Develop and execute a corporate strategic accounts strategy that focuses resources on the largest, most important customers, drives core growth, and positions Beckman Coulter to capitalize on market opportunities across National Accounts, GPOs, IDNs, and Government segments.
Shape the long-term strategic vision for the segment by closely monitoring healthcare economics, market consolidation, customer dynamics, and evolving buying behaviors to ensure the organization remains aligned to current and future market needs.
Drive a consistent, cohesive, and collaborative approach across GPOs, IDNs, and strategic customer segments, ensuring the sales organization understands and leverages large customer strategies to improve customer experience and business outcomes.
Improve operational effectiveness and execution by establishing standard work, best practices, strong sales education, funnel management, forecasting discipline, monthly reporting, and countermeasures to address performance gaps and sustain results.
Build, lead, and develop a scalable Strategic Accounts sales organization by setting annual goals, hiring and developing talent, coaching performance, partnering with legal and regulatory teams to strengthen contract compliance, and contributing to the broader North America sales strategy and profitable growth agenda.