Leica Biosystems
Sales Director - Pathology West
Leica Biosystems, San Diego, California, United States, 92189
Overview
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Sales Director - Pathology West
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Leica Biosystems . Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? Leica Biosystems, a Danaher operating company, is dedicated to advancing cancer diagnostics and improving lives. You’ll join a diverse, global team and help turn ideas into impact while leveraging Danaher’s system of continuous improvement. The Director of Sales - Pathology leads a team of Regional Sales Managers and associated Sales Specialists for Core Histology Instruments and Consumables and Advanced Staining (IHC) Instruments and Detection Kits/Antibodies. The role develops and executes a strategy for all aspects of the strategic sales function for the defined geographic Area to gain market share and move 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. Reporting to the Vice President of Commercial-North America, the Director of Sales – Pathology will drive business growth in the assigned U.S. region for core instrumentation and consumables (Core Histology Instruments and Consumables and Immunohistochemistry).
At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives. Learn about the Danaher Business System which makes everything possible. Responsibilities
Deliver budgeted performance by achieving or exceeding planned growth for all product lines within the defined region. Lead a team of regional managers and their associates responsible for core business product areas including Immunohistochemistry, Histology instrumentation and consumables. Develop and execute sales plans (quotas) with a strategic approach to each region’s potential and market growth objectives. Validate regional business plans, top account strategies and relationship management for each regional manager’s franchises on a semi-annual basis. Own the regional forecast using a 30-60-90 day rolling methodology with rigorous weekly funnel management and opportunity review. Use KPI measurement to track major objectives weekly/monthly/quarterly for review with the VP of Commercial, ensuring data reporting continuity with other regions. Oversee and enforce elite selling practices, including Korn Ferry/Miller Heiman methodologies, competitive selling and hunting/prospecting skills. Approve long-term contracts and quotations for compliance with policies; monitor contract performance and negotiate for beneficial long-term relationships. Attract and retain a top-performing sales team with accountability for the entirety of the customer relationship. Develop direct reports with an active succession plan and oversee performance and growth processes (goal alignment and compensation). Drive Voice of the Customer (VOC) into all parts of the business to position customers’ interests for excellent solutions. Represent the organization in customer negotiations, trade shows, seminars, conferences, and other official occasions. Build strong cross-functional relationships with service and applications teams to deliver high-touch customer service. Essential Requirements
Education: Bachelor’s degree required, preferably with a sciences or healthcare focus. Minimum of 10 years’ demonstrated success in leading teams selling medical capital equipment or life science equipment and consumables to research and clinical environments. Strong competency in business management, financial acumen, contracting, analytics, and data-driven decision making. Experience developing high-level senior management relationships and external alliances in the healthcare industry. In-depth experience with sales methods, policies, processes, tools and procedures. Ability to lead a large, geographically distributed, complex team in a fast-paced environment. Ability to understand long-term strategy and short-term execution to support multi-year visions. High energy, team-oriented, and familiar with FDA regulatory environment, regional hospital networks, IDNs, national reference labs, and GPOs. Travel, Vehicle & Environment
Ability to travel 50–75%; frequent overnight travel, often with short notice. Occasional international travel may be required. Must have a valid driver’s license with an acceptable driving record. Preferred Additional Experience
Advanced degree (MBA) preferred Certifications or experience with popular selling methodologies preferred Experience with Danaher Business System tools and processes Histology/Pathology experience preferred Leica Biosystems, a Danaher operating company, offers a comprehensive benefits package and remote work options for eligible roles. The annual salary range is $170,000.00 – $225,000.00, with bonus/incentive pay available. Details on benefits are provided by the company and interview team. This description notes that compensation is subject to change and is not a guaranteed wage until earned. We are an equal opportunity employer. We comply with federal and state disability laws and provide reasonable accommodations for applicants and employees with disabilities. If accommodations are needed during the application or interview process, contact: 1-202-419-7762 or applyassistance@danaher.com. For more information, visit www.danaher.com.
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Join to apply for the
Sales Director - Pathology West
role at
Leica Biosystems . Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? Leica Biosystems, a Danaher operating company, is dedicated to advancing cancer diagnostics and improving lives. You’ll join a diverse, global team and help turn ideas into impact while leveraging Danaher’s system of continuous improvement. The Director of Sales - Pathology leads a team of Regional Sales Managers and associated Sales Specialists for Core Histology Instruments and Consumables and Advanced Staining (IHC) Instruments and Detection Kits/Antibodies. The role develops and executes a strategy for all aspects of the strategic sales function for the defined geographic Area to gain market share and move 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. Reporting to the Vice President of Commercial-North America, the Director of Sales – Pathology will drive business growth in the assigned U.S. region for core instrumentation and consumables (Core Histology Instruments and Consumables and Immunohistochemistry).
At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives. Learn about the Danaher Business System which makes everything possible. Responsibilities
Deliver budgeted performance by achieving or exceeding planned growth for all product lines within the defined region. Lead a team of regional managers and their associates responsible for core business product areas including Immunohistochemistry, Histology instrumentation and consumables. Develop and execute sales plans (quotas) with a strategic approach to each region’s potential and market growth objectives. Validate regional business plans, top account strategies and relationship management for each regional manager’s franchises on a semi-annual basis. Own the regional forecast using a 30-60-90 day rolling methodology with rigorous weekly funnel management and opportunity review. Use KPI measurement to track major objectives weekly/monthly/quarterly for review with the VP of Commercial, ensuring data reporting continuity with other regions. Oversee and enforce elite selling practices, including Korn Ferry/Miller Heiman methodologies, competitive selling and hunting/prospecting skills. Approve long-term contracts and quotations for compliance with policies; monitor contract performance and negotiate for beneficial long-term relationships. Attract and retain a top-performing sales team with accountability for the entirety of the customer relationship. Develop direct reports with an active succession plan and oversee performance and growth processes (goal alignment and compensation). Drive Voice of the Customer (VOC) into all parts of the business to position customers’ interests for excellent solutions. Represent the organization in customer negotiations, trade shows, seminars, conferences, and other official occasions. Build strong cross-functional relationships with service and applications teams to deliver high-touch customer service. Essential Requirements
Education: Bachelor’s degree required, preferably with a sciences or healthcare focus. Minimum of 10 years’ demonstrated success in leading teams selling medical capital equipment or life science equipment and consumables to research and clinical environments. Strong competency in business management, financial acumen, contracting, analytics, and data-driven decision making. Experience developing high-level senior management relationships and external alliances in the healthcare industry. In-depth experience with sales methods, policies, processes, tools and procedures. Ability to lead a large, geographically distributed, complex team in a fast-paced environment. Ability to understand long-term strategy and short-term execution to support multi-year visions. High energy, team-oriented, and familiar with FDA regulatory environment, regional hospital networks, IDNs, national reference labs, and GPOs. Travel, Vehicle & Environment
Ability to travel 50–75%; frequent overnight travel, often with short notice. Occasional international travel may be required. Must have a valid driver’s license with an acceptable driving record. Preferred Additional Experience
Advanced degree (MBA) preferred Certifications or experience with popular selling methodologies preferred Experience with Danaher Business System tools and processes Histology/Pathology experience preferred Leica Biosystems, a Danaher operating company, offers a comprehensive benefits package and remote work options for eligible roles. The annual salary range is $170,000.00 – $225,000.00, with bonus/incentive pay available. Details on benefits are provided by the company and interview team. This description notes that compensation is subject to change and is not a guaranteed wage until earned. We are an equal opportunity employer. We comply with federal and state disability laws and provide reasonable accommodations for applicants and employees with disabilities. If accommodations are needed during the application or interview process, contact: 1-202-419-7762 or applyassistance@danaher.com. For more information, visit www.danaher.com.
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