Director, National Account and Virtual Sales

At Cepheid, we are passionate about improving health care through fast, accurate diagnostic testing. Our mission drives us, every moment of every day, as we develop scalable, groundbreaking solutions to solve the world’s most complex health challenges. Our associates are involved in every stage of molecular diagnostics, from ideation to development and delivery of testing advancements that improve patient outcomes across a range of settings. As a member of our team, you can make an immediate, measurable impact on a global scale, within an environment that fosters career growth and development.

Cepheid is proud to work alongside a community of six fellow Danaher Diagnostics companies. Together, we’re working at the pace of change on diagnostic tools that address the world’s biggest health challenges, driven by knowing that behind every test there is a patient waiting.

Learn about the Danaher Business System which makes everything possible.

The National Account & Virtual Sales Director is responsible for the leadership, planning, developing, and oversight of all sales activities to ensure revenue, profit and customer satisfaction goals are met for the NAE & VTSE Teams. The primary responsibility is to develop and lead a team of National Account Executives and Virtual Territory Sales Executives to achieve sales goals while selling a premium molecular diagnostic product line into target markets.  The NAE & VTSE Director will oversee and manage key performance metrics to include funnel management.

This position is part of the Alternate Site US Sales Team and is located as remote, USA. At Cepheid, our vision is to be the leading provider of seamlessly connected diagnostic solutions.

In this role, you will have the opportunity to:

• Interpret sales data analytics and market insights in order to translate into actionable strategies for the area sales team.

• Direct, inspire, coach, and motivate NAEs and VTSEs to accomplish sales goals and facilitate opportunities for team’s ongoing professional development.

• 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.

The essential requirements of the job include:

• Bachelor’s degree, preferably in the sciences or equivalent work experience.

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

• Background in negotiating complex national account level contracts.

• An understanding of best practices related to inside sales and collaboration with digital marketing and field sales.

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

• Ability to connect with and coordinate between key customers and internal/external stakeholders to promote and expand business opportunities.

Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Ability to travel overnight nationally, up to 50% of the time.

• Must have a valid driver’s license with an acceptable driving record.

It would be a plus if you also possess previous experience in:

• Strong track record of success in both capital equipment and reagent sales.

• Distribution Experience, specifically with McKesson, Henry Schein and Medline

• Experience and success selling to physicians, laboratory professionals, infection control staff and hospital administration.

• Skilled using a CRM application such as Salesforce.com.

Cepheid, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at

At Cepheid we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Cepheid can provide.

The annual salary range for this role $150,000-$165,000.00. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law

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Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. 

For more information, visit www.danaher.com.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at [email protected] to request accommodation.