Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.
ESSENTIAL JOB RESPONSIBILITIES:
Develop demand for and adoption of new assays and instrumentation within existing and prospective account base to achieve assigned territory goals.
Primarily responsible for all communication and coordination between the customer and Cepheid personnel and for ensuring that all new product and system implementations are executed to meet customer expectations.
Perform all Administrative functions related to the proper management of the assigned territory to include managing customer data in the company CRM (SalesForce), along with the use of action plans and monthly reports to manage and predict the business.
An essential function of this position is the ability to pass vendor credentialing requirements imposed by assigned customers, which can include, by way of example only, periodic background checks and drug screening, immunizations, and training, and may vary by customer and change from time-to-time. The Company pays the cost for any such vendor credentialing requirements.
TRAINING RESPONSIBILITIES: (REQUIRED)
Complete all assigned and required training satisfactorily and on time
For people managers, ensure your associates attend and complete all required trainings satisfactorily and on time.
Responsible for managing and growing all Cepheid business in Acute healthcare markets and for coordinating all associated company activity within an assigned geography for both existing and prospective accounts. The successful representative will be able to drive highly complex, multi-departmental, hospital sales from the introduction of new diagnostic concepts through closure and implementation.
- Cultivate and maintain strong relationships with all pertinent department stakeholders within the acute care/hospital setting to maintain, promote and sell Cepheid's Value Proposition inclusive of all instrumentation and testing applications. These departments may include laboratory, pharmacy, infection control, nursing management, emergency department, risk management, physicians, hospital administrators and C-Level Executives.
Education and Experience (in years):
Bachelor's degree in field with 5+ years of related healthcare sales experience, preferably in laboratory diagnostics and/or medical devices OR
Master's degree in field with 3+ years of related healthcare sales experience, preferably in laboratory diagnostics and/or medical devices
Knowledge and skills:
Strong track record of documented sales success, specifically in selling premium-priced products.
Ability to successfully engage multiple call points within the hospital, to include both laboratory and
outside-of-the laboratory stakeholders.
Expertise in demand creation for disruptive technologies versus replacement technology is a plus.
Strong understanding of how to tailor a sales approach to clinical (i.e., laboratory personal, nurses and physicians) and non-clinical (i.e., procurement, finance and C-Suite) targets.
Track record of having leveraged value-based selling to convince clients of clinical AND economic benefits of a technology to achieve sales goals.
Ability to interact with C-Suite decision-makers.
Outstanding presentation skills.
Strong oral and written communication skills.
Ability to travel 75% of the time.
Skilled in Microsoft Office applications including Word, Excel and PowerPoint.
Proficient using SalesForce CRM is a plus.
Must be able to sit for several hours (travel-related)
Reside within the assigned territory
The statements in this description represent typical elements, criteria and general work performed. They are not
intended to be an exhaustive list of all responsibilities, duties, and skills for this job.
As part of the Danaher family of companies, our work at Cepheid is supported by a global science and technology innovator. In addition to Danaher's unrivaled leadership training and professional development programs, this relationship also provides expanded career opportunities across industries and brands. Together, we are united by a shared purpose: Helping Realize Life's Potential.
When you join us, you'll also be joining Danaher's global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.
At Danaher, 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.
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