Senior Area Sales Director, Northeast in Boston, Massachusetts at Cepheid

Date Posted: 9/21/2019

Job Snapshot

Job Description

Job ID: CEP003937

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).


The Sr. Area Sales Director is responsible for the leadership, planning, developing, and oversight of all sales activities to ensure area revenue, profit and customer satisfaction goals are met for the area. The primary responsibility is to develop and lead a team of Regional Directors and a Regional Director, Strategic Accounts to achieve sales goals while selling a premium molecular diagnostic product line into target markets. The Area Sales Sr. Director will oversee and manage key performance metrics to include funnel management.


• Responsible for sales performance of the area.
• Interpret sales data analytics and market insights in order to translate into actionable strategies for the area sales team.
• Direct, inspire, coach, and motivate Regional Directors and sales representatives to accomplish sales goals.
• Coach sales leaders on key influences for developing sales personnel to accelerate sales wins in hospitals, labs, and health systems.
• Facilitate opportunities for team’s ongoing professional development.
• Oversee the introduction of new testing concepts and products into target markets.
• Collaborate with sales and FAS leadership to execute winning region specific sales plans.
• Manage large strategic contract negotiations.
• Work with Executive Leadership and Marketing to provide market insights.
• Prospect and recruit top sales and sales management talent.
• Ability to travel 60% of the time.
• Achieve sales goals.
• Proactive approach to analyzing, diagnosing, and prescribing strategic business solutions to meet company sales goals.
• Maintains effective collaboration and coordination of internal resources to ensure company sales goals are met.
• Experience planning and driving new product launch strategies in conjunction with Product Marketing.
• Provides consistent field interaction and communication to ensure company's message is clearly communicated.
• Ability to connect with and coordinate between key customers and internal/external stakeholders to promote and expand business opportunities.
• Hire, assess, coach and develop high quality sales leaders and recommend changes as necessary.
• Coordinate training events for sales personnel within Area.

Job Requirements



Education or Experience (in years):

• Bachelor’s degree with 14+ years of experience OR
• Master’s/Doctoral degree with 12+ years of experience AND
• 4+ years managing people

Knowledge and skills:

• Strong track record of success in both capital equipment and reagent sales.
• Expertise selling premium products.
• Expertise with multi-departmental sales.
• Experience with customer base within Area
• Strong oral, written communications and presentation skills.
• Experience and success selling to physicians, laboratory professionals, infection control staff and hospital administration.
• Skilled in Microsoft Word, Excel, PowerPoint applications.
• Skilled using a CRM application such as

Physical requirements/abilities:

• Must be able to stand for several hours. Work may involve repetitive arm/wrist motions.
Must be able to sit for long periods of time during business travel.


• DBS Growth Tool (or similar) experience preferred

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, 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.