Regional Director, Strategic Accounts in Statewide California at Cepheid

Date Posted: 8/21/2019

Job Snapshot

Job Description

Job ID: CEP003934

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).



Responsible for developing the short and long-term strategies for Strategic Accounts as assigned. In conjunction with the strategic accounts team, manage specific contracts and associated relationships while closely working with the U.S. sales organization to maximize strategic account growth. Interface with marketing, sales leadership, finance, legal, technical and field service in the management of a targeted list of health systems/strategic accounts.


• Expected to meet or exceed plan for growth in assigned Strategic Accounts for existing and new business accounts.
• Ensure successful contract implementation and compliance through active leadership and close monitoring of performance.
• Relay ongoing customer feedback (VOC) to all parts of the organization.
• Develop contract and pricing structure to drive growth on reagents and instrument sales/rentals.
• Work closely with field sales and sales management in the execution of Health Systems and strategic account strategies.
• Leverage people leadership capabilities by engaging and developing a high performing team.

Job Requirements



Education or Experience (in years):

• Bachelor's degree with 9+ years of Business, or equivalent industry-related experience.
• Master’s degree in Life Science (Clinical Pathology, Molecular Biology, Biology, Biochemistry, Chemistry) with 7+ years of Business, or equivalent industry-related experience.
• 7+ years diagnostic industry experience with 3+ working with a Strategic Accounts focus.
• 1-2+ years managing people preferred

Knowledge and skills:

• Experience in setting both short (1-2 years) and long-term (3-7 years) business strategies.
• Effective in influencing and persuading others, results driven, self-motivated, demonstrate ability to plan and organize, and possess solid communication and selling skills.
• Demonstrated ability to recognize and offer programs and/or solutions to complex customer problems and act with a sense of urgency.
• Ability to develop contract structure which drives commercial success.
• Demonstrated leadership and organization/planning skills.
• Strong executive-level negotiation skills with multi-year agreements.
• Ability to work cohesively within a team and matrix environment.
• Experience working closely with field sales and sales management.

Physical requirements/abilities:

• 50% travel is anticipated. Must be able to sit for long periods of time due to travel.

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.

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 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.