Location: Lake Zurich,IL, USA
Leica Biosystems mission of Advancing Cancer Diagnostics, Improving Lives is at the heart of our corporate culture. Were 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, youre 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, were working at the pace of change to improve patient lives with diagnostic tools that address the worlds biggest health challenges.
Are you a business leader seeking to collaborate and build relationships within the USA Federal Government? Do you want to understand their business needs and strategically position your organization to achieve mutual objectives? If you thrive in a fast-paced and team-oriented environment and want to contribute to building a world-class Commercial organization, read on.
The Leica Biosystems Corporate Account Manager for USA Federal Government is responsible for developing and executing successful sales strategies for revenue growth and market share expansion within the Veterans Integrated Services Networks (VISNs) and Department of Defense.
As a Corporate Account Manager, you will be responsible for end-to-end management of large deals, including portfolio and deal strategies, day-to-day execution of the commercial plan, and coordination with key partners within the Leica team. You will collaborate with Regional Sales leadership to ensure specific sales objectives, both tactical and strategic, are met, and customer expectations are exceeded. Additionally, you will provide informal leadership to local sales teams, develop overall account strategy, and ensure accountability of regional teams in day-to-day operations.
This position is part of the Commercial Organization and will be fully remote. The role reports to the Senior Director of Corporate Accounts.
In this role, you will have the opportunity to:
Develop relationships within the high-level professionals and key customer decision makers at the VISNs and Defense Health Agency Laboratories as well as key stakeholders within the Federal Government. Create end-to-end deal processes for large, complex deals.
Build and lead the strategic year-over-year (YOY) business plan within each VISN/DOD location, incorporating key value drivers for both the customer and Leica Biosystems. This plan will drive YOY revenue growth and foster a sustained partnership. Also, facilitate and lead internal and external Business Reviews and Summits to enable successful execution of strategic plan.
Provide regular updates on progress to management and field leadership, and proactively flag instances where higher-level management support is required to facilitate the deal process.
Craft enterprise-level sales campaigns that consider the full spectrum of Leicas portfolio, ensuring that each team member understands the needs of the VISN/DOD and how their actions contribute to the broader customer partnership.
Collaborate with Regional Directors and Sales Managers to ensure alignment between local teams and the VISN/DOD. Provide indirect coaching, mentoring, and leadership to sales representatives both formally and informally. Ensure accurate and timely opportunity funnel maintenance and customer data in SFDC, with coaching as needed.
The essential requirements of the job include:
Education: BA/BS Degree or equivalent experience required. Minimum of 8+ years of relevant sales experience (or equivalent). MBA preferred.
Proven experience in contract negotiation and high-level selling, particularly within a matrixed environment.
Strong communication and presentation skills, with a demonstrated ability to conduct executive-level presentations clearly, concisely, and accurately. Also, strong teamwork skills and the ability to effectively manage and coach teams without formal authority to ensure success in opportunity execution. Demonstrated expertise in strategic thinking and implementation. Strong process orientation, organizational, and time management skills.
Experience with Salesforce.com or other CRM software, as well as Microsoft Office, including Word, Excel, PowerPoint, and Outlook
Travel, Motor Vehicle Record & Physical/Environment Requirements:
Travel: 50-75%. Must possess a valid drivers license and have the ability to travel overnight for territory coverage (if applicable) and/or company meetings
It would be a plus if you also possess previous experience in:
Experience selling Laboratory equipment to the USA Federal Government including the VISNs and DOD
Capital sales experience in the healthcare space, ideally laboratory or diagnostics
Strategic/key account management experience
Hospital operating financials and healthcare economics
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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 $125,000 - $150,000. 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 Companys sole discretion, consistent with the law.
At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrows 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 whats next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.
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