The Regional Sales Director is responsible for the leadership, planning, development, and execution of activities to achieve regional revenue, profit, and customer satisfaction objectives. This role leads a team of senior sales representatives in a complex, team-selling environment while driving strategic growth across a diverse customer base. The position requires strong leadership and cross-functional collaboration to expand market share, advance key account strategies, and support enterprise opportunities, including integrated health systems and IDNs.
In addition, this role is accountable for driving regional distribution engagement and business performance, ensuring effective portfolio positioning, strong channel partnerships, and the execution of joint growth initiatives that accelerate revenue and market penetration.
This position reports to the Sr. Director Sales Alternate Site and is part of the Alternate Site US Sales team located in the western region of the US and will be fully remote.
In this role, you will have the opportunity to:- Lead, coach, and develop a high-performing team of sales professionals, providing ongoing feedback, performance management, and professional development.
- Lead strategic engagement within Health Systems and IDNs, partnering cross-functionally (Sales, Marketing, Medical Affairs, Finance, and Executive Leadership) to develop and close enterprise-wide standardization agreements.
- Own Regional Distribution Strategy and Execution, including positioning Cepheid's portfolio effectively within distributor channels and influencing distributor prioritization through value proposition, margin alignment, and growth opportunity.
- Leading joint business planning, Regional Sales Meetings, and Quarterly Business Reviews (QBRs).
- Developing and executing localized promotional programs in partnership with distribution partners.
The essential requirements of the job include:- Bachelor's degree with 10+ years of relevant business or diagnostic industry experience.
- Ability to negotiate contracts ranging from single-site agreements to large health system and enterprise-level partnerships.
- Strong executive presence with exceptional negotiation skills and success driving multi-year agreements in complex environments.
- Proven success working with non-acute distribution partners.
- Knowledge of PCR / molecular diagnostics is preferred.
Travel, Motor Vehicle Record & Physical/Environment Requirements: if applicable for role
- Travel up to 50% as required.
It would be a plus if you also possess previous experience in:- Proven leadership capabilities with a track record of building, developing, and retaining high-performing sales teams.
- Proven ability to lead cross-functional teams in complex sales environments, coordinating stakeholders to develop and execute comprehensive account strategies.
- Strong understanding of channel economics, margin structures, and go-to-market strategies involving distribution partners.
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 Danaher Benefits Info.
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 base salary range for this role is $150,000 - $190,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $260,000 - $300,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. 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.
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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