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 Director of Sales - Pathology for Leica Biosystems is responsible for leading 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. She/he will develop and execute a strategy for all aspects of the strategic sales function of Leica Biosystems organization for their respective geographic Area, 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 within the southeastern territory. At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives.
Reporting to the Vice President of Commercial-North America, the Director of Sales – Pathology will be responsible for driving business growth in their assigned U.S. region for our core business instrumentation and consumable business verticals (Core Histology Instruments and Consumables and Immunohistochemistry). The Sales Director will provide an action-oriented vision and leadership enabling the organization to achieve strategic sales, revenue and profitability objectives. This person will need to be a proven leader and key advisor on future sales initiatives and opportunities. The role requires leading and maintaining a world class sales organization capable of successfully executing complex, multilevel sales campaigns within the target market. 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:
- Deliver budgeted performance through achieving or exceeding planned growth for all product lines within the defined region.
- Lead a team of regional managers and their associates responsible for the core business product areas including Immunohistochemistry, Histology instrumentation and consumables.
- Develop and execute sales plans (quotas) with a thoughtful and strategic approach to each region's potential and market growth objectives. Validation of regional business plans, top account strategies and relationship management for each of the regional manager’s franchises on a semi-annual basis.
- Own the regional forecast using a 30-60-90 day rolling methodology through rigorous weekly funnel management and opportunity review with the regional managers. Using best practices for KPI measurement, track major objectives weekly/monthly/quarterly for review with the VP of Commercial, ensuring consistency and alignment with other regions for continuity of data reporting. Oversee and enforce elite selling practices, including Korn Ferry/Miller Heiman sales methodologies, competitive selling and hunting/prospecting skills.
- Scrutinize and approve long term contracts and quotations for compliance with business policies. Monitor contract performance in the assigned region, with close watch on compliance, and negotiation for long term relationships that are beneficial to both LBS and the customer.
- Attract and retain a top performing sales team, focused on extreme urgency and a holistic sense of accountability to the entirety of the customer relationship. Develop direct reports with an active succession plan in place and oversee the performance for growth process with the whole team (including goal alignment and compensation plans).
- Continuously drive Voice of the Customer (VOC) back into all parts of the business to ensure customer’s interests are prominently positioned to provide excellent customer solutions. Represent the organization in customer negotiations, trade shows, seminars, conferences and other official occasions. Build solid cross functional relationships with service and applications teams, fostering best in class, high touch, customer service.
The essential requirements of the job include:
- Education: Bachelor’s degree is required – sciences or healthcare related focus is preferred. Minimum of 10 years of demonstrated success in leading teams selling medical capital equipment or life science equipment and consumables to both research and clinical environments.
- Excellent competency in business management, financial acumen and contracting. Strong display of analytical capability, creating and analyzing complex data sets and taking action.
- Experience developing high level, senior management relationships in the marketplace. Track record of building strong external alliances and channels in the healthcare industry. In-depth experience with sales methods, policies, processes, tools and procedures.
- Demonstrated ability to effectively lead a large, geographically distributed and organizationally complex team in a fast paced and dynamic environment.
- Ability to understand the long term strategy and short term execution to support multi-year visions.
- High energy performer who operates as part of a team and whose enthusiasm inspires and motivates teams, peers and customers.
- Understanding of the FDA regulatory environment. Knowledge of regional hospital networks, IDN’s and national reference lab accounts. Familiarity with GPO organizations.
Travel, Motor Vehicle Record & Physical/Environment Requirements:
- Travel: 50% - 75%.
- Frequent overnight travel, often with short notice. Occasional international travel may be required.
- Must possess a valid Driver’s license and meet fleet eligibility requirements.
It would be a plus if you also possess previous experience in:
- Advanced degree (MBA) preferred.
- Certifications or experience with popular selling methodologies preferred.
- Experience with Danaher Business Systems Tools and Process.
- Histology/Pathology experience preferred.
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.
The salary range for this role is $170,000 to $225,000. 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.
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