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Sr. Director, IDN in Detroit, Michigan at Beckman Coulter Diagnostics

Date Posted: 3/14/2019

Job Snapshot

Job Description

Job ID: BEC014054

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter 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.


Description

The IDN Director (Integrated Delivery Network) ensures IDN/Strategic Account success by setting the strategic direction for IDN management, developing/executing NACO (North America Commercial Operations) sales standard work and removing obstacles preventing IDN management success. Develops relationship with top 10 IDNs (revenue or strategic) in sales area and ensures alignment with service partner and area sales leaders. The IDN director will lead a team of geographically based IDN Account Managers. The IDN Director will lead, coach, develop and model best practices and advanced methodologies for IDN Sales.
Position Responsibilities:
  • Accountable for achieving IDN financial goals. Drive accountability to funnel management process and standard work; implement countermeasures as needed to improve. 
  • Partner with internal marketing and other stakeholders to provide market intelligence and customer insights to enable more targeted program development. 
  • Provides strategic coaching and guidance to team while pressure testing strategy to identify gaps.  Empowers team to create/drive/own account strategy. Removes obstacles for successful execution of strategy.
  • Drive accountability to Account Plan; reviews Account Plan for quality and timely execution.
  • Provide timely council, review and approvals of Strategy, RFPs, Financials, Master Agreements and Amendments.
  • Participate in business reviews for top 10 IDN accounts and will coach and support IDN Managers in preparation for business reviews as needed.
  • Provide coaching and council to IDN Managers for business plan development.   Owns IDN Plan and Growth Bridge, updating and implementing countermeasures as needed to drive success. Regularly reviews the business plans of associates and coaches to gaps.
  • Owns IDN Growth War Room presentation for IDN Sales Area and responsible for implementing countermeasures on "red" metrics. Prioritizes "asks" and systemic issues.  Provide post war room feedback to the team. 
  • Attract, retain and mentor IDN Managers and develop corrective actions plans and / or exiting process underperforming IDN Managers. 
  • Collaborate with Sales Enablement to define IDN sales territories, IDN IC Plan, IDN Quotas and IDN Manager Education for development. 
  • Conducts mid-year, year-end, and development goals for IDN Managers.  Ensure development goals are relevant and met. 

Job Requirements



Qualifications

  • 18+ years', progressive commercial experience in a business that serves similar customers or sells similar products
  • Experience in managing or leading large Laboratory IDN Campaigns. 
  • BS/BA degree, MBA degree preferred
  • Strong competitive spirit and results orientation and relentless customer focus.
  • Excellent strategic thinking; able to help customers articulate their strategies, create value and profitable solutions to meet their needs and how partnering with will help achieve their goals.  
  • Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build strong  relationships and quickly establish significant credibility, trust and support within all levels of the organization (i.e. Customers, peers, subordinates and senior management) as well as developing strong followership within the commercial organization.
  • Healthcare Business Acumen with strong negotiation and commercial skills; can support team and work at the highest levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. Is able to influence strongly at customer sites, gaining trust, buy-in and engagement – ultimately leading to customer loyalty
  • Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicate effectively to his/her team, develop action plans and bring to a successful conclusion.
  • Solid understanding and knowledge of the value chain of all of the business opportunities
  • Ability to cultivate teams quickly.
  • High potential performer with a solid track record of career progression and runway to develop further
  • Demonstrated track record of driving sales growth, customer experience and market share growth.
  • Excellent process orientation with a proven track record of leading sustainable change and continuous improvement.
  • Cultivates and enables breakthrough thinking within the organization to help drive revenue growth
  • Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.
  • Relentlessly attracts, engages and develops people



Key Competencies:
  • Excellent strategic thinking; able to help customers articulate their strategies, create value and profitable solutions to meet their strategic, financial and operational needs
  • Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build strong  relationships and quickly establish significant credibility, trust and support within all levels of the organization (i.e. customers, peers, subordinates and senior management). Is able to influence up, down and across the organization without reliance on reporting relationship. Is able to develop strong followership across the various functions of the commercial organization.
  • Healthcare Business Acumen with strong negotiation and commercial skills; can support team and work at the highest levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. Is able to influence strongly at customer sites, gaining trust, buy-in and engagement – ultimately leading to customer loyalty.
  • Strong quantitative and analytical skills; Ability to analyze complicated issues and boil down to the key points, communicates these outcomes effectively to his/her team, develop action plans to address and brings issues to a successful conclusion.
  • Is able to effectively manage large campaigns with multiple sites, product lines, and varying degrees of complexity with a strong disciplined sales and customer centric approach. Is able to build teams together towards this common goal with full engagement of the team. 
  • Able to lead multiple high stakes conversations at one time, broader perspective beyond the sale and long term impacts of the sale 

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, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% 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.