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Senior Director of Strategic Accounts-North America

1 month ago

Detroit, Michigan, United States Danaher Corporation Full time

Leica Biosystems' mission of "Advancing Cancer Diagnostics, Improving Lives" is at the heart of our corporate culture. We're 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, you're 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, we're working at the pace of change to improve patient lives with diagnostic tools that address the world's biggest health challenges.

The Senior Director of Strategic Accounts North America for Leica Biosystems is responsible for leading a team of National and Regional Strategic Account Executives, and she/he will develop and execute a strategy for all aspects of the strategic sales function of Leica Biosystems North America commercial organization, with the aim of gaining market share and moving the business to number one in the market.

This position is part of the North America Selling Unit located in Deer Park, IL and will be fully remote. At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives.

You will be a part of the Commercial team and report to the Vice President of Sales, responsible for developing and executing on a strategy to drive revenue growth through the Integrated Delivery Networks (IDNs) segment, including Reference Labs and Group Purchasing Organizations (GPOs). If you thrive in a strategic role and want to work to build a world-class Commercial organization—read on.

In this role, you will have the opportunity to:

  • Focus activities and drive Core Growth at the largest and most important accounts.
  • Develop and execute a corporate strategic accounts strategy.
  • Ensure collaboration and drive a consistent and cohesive approach between GPOs, IDNs, Distribution, National Reference Labs and Federal Government
  • Working with Sales enablement drive customer DBS and Workflow consultant collaboration to strategic and corporate accounts through meaningful and focused engagements
  • Develop the long-term vision for Strategic Accounts in alignment with the market healthcare dynamics by closely monitoring and assessing healthcare economics and market consolidation.
  • Develop the sales organizations capability to understand and leverage the strategies of large customers, through solution selling and strategic account plan standard work.
  • Improve operational effectiveness, efficiency, and customer experience by driving standard work and best practices in the strategic account segments through strong sales education and excellent execution.

The essential requirements of the job include:

  • A Bachelors degree is required with preference given to a major in medical sciences; a MS/MBA is preferred and a minimum of 15+ years of solid, progressive commercial experience in a business that serves similar customers or sells similar products.
  • Strong Commercial/Sales Management experience operating within a large ($500M+) complex diagnostic/healthcare company that sells capital equipment with a consumable component.
  • Considerable exposure and success selling into large strategic accounts at a Sales Manager or Director level, or have functioned in an IDN leadership role in a large business.
  • Demonstrated success in closing large, complex and multi-discipline sales deals, while operating within a matrixed company environment.
  • 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.

It would be a plus if you also possess previous experience in:

  • Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to the team, develop action plans and bring to a successful conclusion.
  • 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 strong relationships and establish 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. Travel, Motor Vehicle Record & Physical/Environment Requirements:

Travel: 50-75%. Must possess a valid driver's license and have the ability to travel overnight for territory coverage (if applicable) and/or company meetings

At Leica Biosystems we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Leica Biosystems can provide.

#LI-AA4

#LI-Remote

The salary range for this role is $170,000 to $250,000 This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

At Leica Biosystems we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Leica Biosystems can provide.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what's next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit

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.

The EEO posters are available here ) .

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 to request accommodation.