Director of Corporate Accounts, Southeastern US in Nationwide US at Cepheid

Date Posted: 5/28/2018

Job Snapshot

  • Employee Type:
  • Location:
    Nationwide US
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Job ID: CEP000395

About Us

At Cepheid, we are passionate about improving healthcare through faster, more accurate diagnostic tests. With our GeneXpert® System, we’ve taken the most sophisticated molecular technology and packaged it into an automated, easy-to-use format that has quickly become the platform of choice worldwide. From the largest laboratories to small physician offices, our game-changing solution delivers critical answers when clinicians and patients need them most. Through strong molecular biology capabilities and ongoing product innovation, we are focused on developing tests for healthcare-associated infections, sexual health, critical infectious disease, virology, and oncology applications. Come join our vision for a better way and help make life better for us all! For more details, visit us at or follow us on Twitter (@CepheidNews).


Job Summary:
The Director of Corporate Accounts - IDN will ensure market presence, increase sales and drive revenue growth with large customers as assigned. Also the Director of Corporate Accounts - IDN interfaces with marketing, sales, finance, legal, technical and field service in the management of a targeted list of strategic accounts within the diagnostics market segment. This role is to facilitate and develop business activities within the assigned account responsibilities. The focus will be to contribute to and achieve specific sales objectives, both tactical and strategic. Success will be demonstrated by the ability to achieve sales goals, execute purchase agreements/contracts, drive compliance, support sales strategies, and carry out marketing strategies throughout the healthcare system on a cross-functional basis and their respective stake holders.


  • Strategic account management through identification, analysis and prioritization of Corporate Accounts, national/regional contracts as assigned, including the evaluation of competitive activity, identification of key opportunities, and development of account objectives and collaborative implementation.

  • Establish and cultivate relationships between Cepheid and accounts by maintaining close interaction with senior management and executives, both internal and external.

  • Provide corporate representation at the assigned Corporate Account headquarters, and on an individual institution basis.

  • Establish company and products credibility at executive levels including the National Molecular Practice Committee, Pharmacy, Infection Control, Infectious Disease, etc.

  • Conducts quarterly business reviews with manager and customer creation, negotiation, execution, and management of legal agreements/contracts at regional & national levels.

  • Achieve sales goals by partnering with the field sales organization in closing new business and by monitoring and driving national account contract compliance.

  • Organize webinars, symposiums and workshops.

  • Nurture and establish relationships and credibility with all buyers - technical, contracting, executive.

  • Report results, ongoing issues, market insights, strategies, tactics, feedback to peers and management.

  • Devise & communicate Programs to Corporate Accounts and sales implementation upon marketing approvals prior to launch.

  • Manage a concerted & coordinated effort at all levels with field sales organization.

  • Work with local sales representatives to educate and align national account customers in support of sales and adoption of products.

  • Represent Cepheid in various corporate account conventions and industry functions to position the company as a leader in our market space.

  • Engage Cepheid headquarters and executive management in VIP business development meetings with Key Customer Groups.

  • Authorize, develop and support proposed policy, pricing, contracting and marketing business initiatives in order to solve marketplace/customer problems while managing Cepheid's financial and legal exposure.

  • Lead, consult and collaborate with multi-level, cross-functional teams both internal and external on developing business strategies for business development, marketing, promoting and selling of Cepheid products.

  • Effectively manage all available resources to support customers.

  • Supports company vision and direction.

  • Mentor Level I Corporate Account Managers.

  • Other Duties as assigned.

Job Requirements


Required Knowledge, Skills, and Abilities:

  • The successful candidate will have a minimum of 6-years successful sales management, or marketing experience. Prior national account management experience required. A significant portion of this time in the development of his or her company's corporate account strategy and/or presence.

  • The successful candidate will bring pre-existing relationships and contacts to leverage into this new position.

  • A Bachelor's degree in a Life Science (Clinical Laboratory, Molecular Biology, Biology, Biochemistry, or Chemistry) or equivalent industry-related experience is required.

  • The individual must have strong management, organizational and communication skills, both written and verbal.

  • Ability to travel up to 50% of the time.

  • Must be self-starter, well organized, and able to prioritize and meet deadlines.

  • Ability to successfully handle multiple projects at once. Action oriented, confident and keen ability to effectively coach, lead, and engage people who are not direct reports.
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.

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% over 20 years.

At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.