Sr. IDN Manager in Chicago, Illinois at HemoCue America

Date Posted: 11/9/2019

Job Snapshot

Job Description

Job ID: HEM000634

About Us

HemoCue, acquired by Radiometer Medical ApS in April 2013, is a global leader in point-of-care testing. We are convinced that HemoCue point-of-care testing contributes to better healthcare, by providing the data you need, when and where you need it, to make accurate healthcare decisions quickly. In 1982, HemoCue AB introduced the first accurate, near-patient hemoglobin test. The company also sells point-of-care tests for glucose, urine albumin, HbA1c, total and differential white blood cell count which are being used in over 130 countries. Further information, visit

Radiometer - Make an impact on life. The difference between life and death can be just a few minutes. Radiometer’s diagnostic equipment is of crucial importance to doctors all over the world in their effort to diagnose critically ill patients quickly and accurately. From biotech and software specialists to financial controllers and engineers, all 2500 colleagues are committed and dedicated in their effort to make an impact on the life of others with our high-quality solutions. Radiometer’s leading position in the market has been secured over the last 50 years. Together we continue to raise the bar in acute care and constantly develop in new areas. Radiometer has an annual turnover of more than DKK 3 billion and is owned by US-based Danaher Corporation.

Radiometer is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


The Sr. IDN Manager will plan, direct and implement business strategies for Integrated Delivery Networks (IDN) to attain maximum sales volume at minimal cost.  Additional responsibilities include directing major sales campaigns across the networks with the key goal being to increase exposure and overall market share for all HemoCue products.
The successful candidate must also demonstrate strong leadership skills, a high degree of impact and influence, excellent communication and presentation skills, and a desire and willingness to learn.  This individual will need to influence, navigate, and negotiate at the CEO/CFO/COO level.  The successful candidate must demonstrate the ability to negotiate this complex marketplace, while keeping abreast of changes in the healthcare landscape and understanding and communicating their impact on our business.
The candidate must demonstrate a proven track record in strong team management with account strategy implementation.  Strategic sales coaching of sales associates as well as collaborating with and supporting regional managers are core requirements.  This role requires leading both the IDN team and internal resources to build collaborative customer partnerships while building consensus amongst HemoCue and other Danaher operating company executives in order to achieve business objectives. 

  • Coordinate, implement and conduct sales presentations and negotiations related to IDN opportunities.  Communicate with individual accounts and the respective business units about opportunities and/or programs.
  • Provide strategic and technical planning to aggressively manage the overall IDN to ensure appropriate pre and post sales, service and support activities.
  • Take a consultative sales approach at both the individual IDN account level and at the IDN corporate level.  Direct and focus the local sales personnel in conjunction with the regional managers for success in IDNs.
  • Develop growth strategies within an IDN designed to position HemoCue products deep and broad across the network.
  • Conduct regular meetings and business reviews with key decision makers within the IDNs in order to build and maintain a professional rapport.
  • Ensure sales goals/forecasting/budget objectives are met through implementation of performance objectives, funnel management, programs, policies and key messages.
  • Create the IDN account strategy and initiatives for HemoCue and align with overall Company initiatives.

Job Requirements


a)Position Specific Competencies / Experience
  • 10+ years of direct sales experience
  • 5+ years of demonstrated success cultivating and working with IDN accounts
  • 5+ years in managing direct and/or indirect employees
  • Consistent high performance in current position
  • Bachelor’s Degree and experience that provides a broad based business understanding. 
  • English
  • PC environment, mid-level or greater MS Office skills (Word, Excel, Outlook); mid-level or greater internet skills; Smartphone; database and CRM competency
  • 50% minimum
f)  Other 
  • Plan, organize, execute and manage IDN accounts throughout the sales cycle.
  • Strong written, oral and technical presentation skills.  
  • Possess strategic and tactical planning skills necessary to validate forecast activity. 
  • Conscientious, versatile and pragmatic team player
  • Successfully complete company training on products, services and procedures 
  • Exploit solution sales techniques
  • Must be able to lift or maneuver 40 lbs
  • EOE m/f/v/h\
  • Work location can be remote within the contiguous United States
  • Must be self motivating with a positive outlook and focused on quality work 
  • Must be extremely proficient in cultivating and maintaining new relationships 
  • Personal sense of urgency and attention to detail
  • Spends some personal time upgrading skills and career
  • Exhibits a need to succeed by setting personal goals to outperform company metrics
a) Internal
  • Must communicate timely and accurately with upper management and internal departments such as Field Sales, Technical Support, Customer Service, Operations, Marketing, Finance and HR.
b) External
  • Must create and maintain strong relationships with customers and key buyer influencers to support business activities as needed.
The Sr. IDN Manager position will initially be an individual contributor role that is designed to call on C-suite executives within networks. As network systems continue to merge and evolve, it will be essential for HemoCue’s long term success to win in the IDN market segment. The Sr. IDN Manager will then recruit, build-out and lead an IDN team as deemed appropriate. 

Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

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, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 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.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.