Director, National Accounts
Danaher Corporation
Summary
The Director, National Accounts for Radiometer is responsible for leading the strategy, growth, and performance of the National Accounts business. This role provides leadership and direction to a team of Health System Executives, ensuring the development and execution of account strategies that drive commercial growth, customer retention, and long-term partnerships across key Integrated Delivery Networks (IDNs). Through strong leadership, commercial acumen, and cross-functional collaboration, the Director delivers business results while advancing Radiometer's strategic priorities. This position reports to the Head of Sales, America and is part of the North America sales team and will be fully remote.
Job description
In this role, you will have the opportunity to:
- Lead, develop, and inspire a team of Health System Executives to achieve annual revenue, profitability, and growth objectives across key Integrated Delivery Networks.
- Lead the development and execution of the National Accounts growth strategy, aligning account-level business plans, key value drivers, and commercial priorities to achieve overall business and financial objectives.
- Provide strategic coaching on account planning, healthcare economics, contract negotiations, and competitive positioning while guiding the team in developing and executing customer growth strategies.
- Drive accountability through funnel management, sales standard work, and Danaher Business System (DBS) tools, implementing countermeasures to achieve business targets.
- Partner closely with Regional Sales Managers and cross-functional stakeholders to align national and regional strategies and optimise customer outcomes.
- Gather and leverage market intelligence, customer insights, and industry trends, partnering with key stakeholders to identify opportunities, inform business strategy, and strengthen customer partnerships.
- Attract, develop, and retain top talent through coaching, succession planning, performance management, and development of future commercial leaders.
The essential requirements of the job include:
- Bachelor's degree (preferably within business or sciences); MBA Preferred
- 10+ years of progressive commercial experience selling healthcare, medical device, diagnostic, or related solutions to complex health system customers
- 5+ years of leadership experience managing high-performing sales teams
- Demonstrated track record of achieving sales growth, market share expansion, and customer retention objectives
- Experience leading complex contract negotiations and commercial agreements with Integrated Delivery Networks (IDNs), GPOs, or other large healthcare systems
- Experience developing and executing strategic growth plans based on market, competitive, and customer insights.
Travel, Motor Vehicle Record & Physical/Environment Requirements:
- Ability to travel, with 50-75% travel required
- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR)
- Ability to lift, move or carry equipment up to 40lb, any other physical requirements
Requirements
- Bachelor's degree (preferably within business or sciences); MBA Preferred
- 10+ years of progressive commercial experience selling healthcare, medical device, diagnostic, or related solutions to complex health system customers
- 5+ years of leadership experience managing high-performing sales teams
- Demonstrated track record of achieving sales growth, market share expansion, and customer retention objectives
- Experience leading complex contract negotiations and commercial agreements with Integrated Delivery Networks (IDNs), GPOs, or other large healthcare systems
- Experience developing and executing strategic growth plans based on market, competitive, and customer insights
- Ability to travel, with 50-75% travel required
- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR)
- Ability to lift, move or carry equipment up to 40lb
Benefits
- Health care program
- Paid time off
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k)
- Bonus/incentive pay
Company overview
Danaher Corporation is a leading global science and technology innovator headquartered in Washington, D.C., specializing in biotechnology, life sciences, and diagnostics. Founded in 1984 by brothers Steven and Mitchell Rales, the company has evolved from its origins as a manufacturing conglomerate into a premier healthcare technology organization with approximately 63,000 employees worldwide. Danaher operates through three core divisions: biotechnology (28% of revenues), which develops products for therapeutic development; life sciences (31% of revenues), focused on disease identification, new therapies, and drug testing/manufacturing; and diagnostics (41% of revenues), providing instruments, consumables, and software for disease diagnosis. The company's portfolio includes renowned brands such as Beckman Coulter, Cytiva, Pall Corporation, Cepheid, Leica Microsystems, and Abcam, serving pharmaceutical companies, biotechnology firms, healthcare providers, and research institutions globally. Danaher is distinguished by its Danaher Business System (DBS), a continuous improvement methodology that drives innovation and operational excellence. With 2024 revenues of $23.9 billion, the company ranks 180th on the Fortune 500 and plays a critical role in advancing scientific research, improving diagnostic capabilities, and accelerating the development of life-saving therapies.