Director, National Account and Virtual Sales

📌 Core Information

🔹 Job Title: Director, National Account and Virtual Sales

🔹 Company: Danaher

🔹 Location: Remote, USA (with travel)

🔹 Job Type: Full-Time

🔹 Category: Sales & Business Development

🔹 Date Posted: April 7, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote (with travel)

🚀 Job Overview

Key aspects of this role include:

• Leading and managing a team of National Account Executives and Virtual Territory Sales Executives
• Developing and executing sales strategies to achieve revenue, profit, and customer satisfaction goals
• Negotiating complex national account level contracts
• Collaborating with cross-functional teams to drive market insights and strategic planning
• Utilizing data analytics and KPI management to drive performance

ASSUMPTION: This role requires a high level of strategic thinking, leadership, and sales expertise to drive success in a dynamic and competitive market.

📋 Key Responsibilities

✅ Lead, coach, and motivate NAEs and VTSEs to accomplish sales goals and facilitate opportunities for team’s ongoing professional development

✅ Interpret sales data analytics and market insights to translate into actionable strategies for the area sales team

✅ Collaborate with Sales, Corporate Accounts, 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

✅ Drive performance through KPI’s and effective use of available sales tools and processes, especially Salesforce.com

✅ Connect with and coordinate between key customers and internal/external stakeholders to promote and expand business opportunities

ASSUMPTION: This role requires a strong understanding of the molecular diagnostic industry, sales strategies, and customer relationship management.

🎯 Required Qualifications

Education: Bachelor’s degree, preferably in the sciences or equivalent work experience

Experience: 10+ years of sales experience, preferably in the hospital and clinical laboratory industry with prior leadership experience preferred

Required Skills:

• Proven track record of success in sales, with a focus on capital equipment and reagents
• Background in negotiating complex national account level contracts
• Ability to interpret sales data analytics and market insights
• Strong leadership, coaching, and motivational skills
• Excellent communication and collaboration skills
• Proficient in using CRM applications, such as Salesforce.com

Preferred Skills:

• Distribution experience, specifically with McKesson, Henry Schein, and Medline
• Experience selling to physicians, laboratory professionals, infection control staff, and hospital administration

ASSUMPTION: Candidates with a strong background in sales, leadership, and contract negotiation will be most successful in this role.

💰 Compensation & Benefits

Salary Range: $150,000 - $165,000 per year

Benefits:

• Paid time off
• Medical, dental, and vision insurance
• 401(k)

Working Hours: Full-time, with up to 50% overnight travel required

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and experience levels. The actual salary may vary based on factors such as company performance and individual performance.

📌 Applicant Insights

🔍 Company Context

Industry: Medical Equipment Manufacturing, specifically focused on life sciences and diagnostics

Company Size: Danaher is a large, global company with over 10,000 employees

Founded: Danaher was founded in 1969 and has since grown into a leading global innovator in life sciences and diagnostics

Company Description:

• Danaher is committed to accelerating the power of science and technology to improve human health
• The company partners with customers across the globe to help them solve their most complex challenges
• Danaher's global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology, and beyond

Company Specialties:

• Life Sciences
• Diagnostics
• and Biotechnology

Company Website: www.danaher.com

ASSUMPTION: Danaher's large size and global presence provide opportunities for career growth and development within the company.

📊 Role Analysis

Career Level: This role is at the director level, requiring significant experience and expertise in sales and leadership

Reporting Structure: The National Account & Virtual Sales Director will oversee a team of National Account Executives and Virtual Territory Sales Executives

Work Arrangement: This role is remote with up to 50% overnight travel required

Growth Opportunities:

• Potential to advance within the sales organization or explore other leadership roles within Danaher
• Opportunities to expand product knowledge and expertise in the molecular diagnostic industry
• Chance to develop and refine leadership, coaching, and motivational skills

ASSUMPTION: This role offers significant growth opportunities for the right candidate, with a strong focus on leadership development and industry expertise.

🌍 Location & Work Environment

Office Type: Remote, with travel required

Office Location(s): The primary office location is remote, with travel to customer sites and Danaher offices as needed

Geographic Context:

• This role requires frequent travel, with up to 50% overnight travel required
• The primary customer base is located across the United States, with a focus on major metropolitan areas
• The role may require occasional international travel, depending on business needs

Work Schedule: Full-time, with flexible hours and the ability to work remotely as needed

ASSUMPTION: The remote work arrangement and frequent travel requirements may be challenging for some candidates, but offer flexibility and autonomy for those who thrive in a dynamic, independent work environment.

💼 Interview & Application Insights

Typical Process:

• Phone or video screening with the hiring manager or a member of the HR team
• In-depth behavioral and situational interviews with key stakeholders, focusing on sales strategies, leadership, and contract negotiation skills

• Final interviews with senior leadership, focusing on cultural fit and long-term career goals

Key Assessment Areas:

• Sales strategies and execution
• Leadership and motivational skills
• Contract negotiation and management
• Data analytics and KPI management
• Customer relationship management

Application Tips:

• Tailor your resume and cover letter to highlight your sales experience, leadership skills, and contract negotiation successes
• Prepare for behavioral and situational interview questions that focus on your sales strategies, leadership style, and ability to manage complex contracts
• Research Danaher's company culture and values to demonstrate your fit with the organization

ATS Keywords: National Account, Virtual Sales, Sales Director, Sales Strategy, Contract Negotiation, Data Analytics, KPI Management, Customer Relationship Management, Life Sciences, Diagnostics, Biotechnology

ASSUMPTION: The interview process for this role will be comprehensive and competitive, with a strong focus on assessing sales strategies, leadership skills, and contract negotiation expertise.

🛠️ Tools & Technologies

• Salesforce.com
• Microsoft Office Suite (Word, Excel, PowerPoint)
• CRM software (e.g., Salesforce.com, HubSpot, Zoho CRM)
• Data analytics and visualization tools (e.g., Tableau, Power BI)

ASSUMPTION: Proficiency in using CRM software and data analytics tools is essential for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Invent. Simplify. Deliver.
• Every employee is an owner.
• Humble. Hungry. Honest.

Work Style:

• Collaborative and cross-functional, with a focus on driving results through teamwork
• Dynamic and fast-paced, with a focus on continuous improvement and innovation
• Data-driven and analytical, with a focus on using data to inform decision-making

Self-Assessment Questions:

• How do your leadership style and motivational techniques align with Danaher's company values?
• How comfortable are you with frequent travel and remote work arrangements?
• How do your sales strategies and execution align with Danaher's focus on data-driven decision-making and continuous improvement?

ASSUMPTION: Candidates who are strong cultural fits with Danaher's values and work style will be most successful in this role.

⚠️ Potential Challenges

• Managing a remote team and driving results in a virtual environment
• Balancing the demands of frequent travel with personal and family responsibilities
• Navigating a large, global organization and building effective relationships with key stakeholders
• Keeping up with industry trends and technological advancements in the molecular diagnostic field

ASSUMPTION: These challenges require strong leadership, communication, and time management skills, as well as a high level of adaptability and resilience.

📈 Similar Roles Comparison

• This role is unique in its focus on leading and managing a team of National Account Executives and Virtual Territory Sales Executives, with a strong emphasis on strategic planning and contract negotiation
• Similar roles in the industry may focus more on individual contributor sales or field sales management
• Career paths in this role may lead to senior leadership positions within Danaher or other organizations in the life sciences and diagnostics industry

ASSUMPTION: This role offers a unique opportunity to develop and refine leadership, strategic planning, and contract negotiation skills in a dynamic and competitive market.

📝 Sample Projects

• Developing and executing a strategic sales plan for a key national account, resulting in a significant increase in revenue and market share
• Negotiating a complex contract with a major distribution partner, resulting in favorable terms and improved business relationships
• Implementing a new CRM system and driving user adoption, resulting in improved sales performance and data accuracy

ASSUMPTION: These sample projects demonstrate the strategic, leadership, and contract negotiation skills required for success in this role.

❓ Key Questions to Ask During Interview

• Can you describe the most significant sales challenge you've faced in a previous role and how you overcame it?
• How do you approach motivating and coaching team members who are struggling to meet their sales targets?
• Can you provide an example of a time when you successfully negotiated a complex contract, and what was the outcome?
• How do you stay up-to-date with industry trends and technological advancements in the molecular diagnostic field?
• How do you balance the demands of frequent travel with personal and family responsibilities?

ASSUMPTION: These questions will help you better understand the role's requirements, the company culture, and the expectations for success in this position.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your sales experience, leadership skills, and contract negotiation successes
• Prepare for behavioral and situational interview questions that focus on your sales strategies, leadership style, and ability to manage complex contracts
• Research Danaher's company culture and values to demonstrate your fit with the organization
• Follow up with the hiring manager or HR representative within one week of submitting your application to express your interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.