Director of Strategic Sales-Hospital Lab Segment
Remote
Full Time
Sales
Experienced
General Summary:
At Drucker Diagnostics, we are building something truly remarkable that will long outlast us, and we are looking for a visionary Director of Strategic Sales to be a cornerstone in our expansion within the Hospital Laboratory Segment. This is a high-impact, high-energy position for a strategic leader driven to elevate Drucker Diagnostics’ brand to new heights within the US hospital core and STAT labs.
As Director of Strategic Sales for the Hospital Laboratory Segment, you will lead our mission to convert market demand into accelerated growth and strategically position our products as the top choice for US Hospital STAT Lab applications nationwide. This role offers the opportunity to broaden our influence, forge strong partnerships with key healthcare institutions, and place our products at the forefront of the US Hospital Laboratory Segment. You will be responsible for driving sales performance, aligning KPIs with our goals, and maintaining a fanatical focus on customer satisfaction. Additionally, you will collaborate with executive leadership to design and execute sales and product strategies that reflect our company vision and further capture US Hospital Lab market share.
The ideal candidate will have deep expertise in the US Hospital Laboratory Segment and a strong history of exceeding ambitious goals. Success in this role also requires closely collaborating with product development, marketing, and US Hospital Distribution partners and transforming customer insights into actionable strategies that foster sustainable growth. We seek an entrepreneurial leader who has a strong bias for action, excels in hands-on execution, and is dedicated to building a high-performing sales team.
Essential Duties and Responsibilities:
At Drucker Diagnostics, we are building something truly remarkable that will long outlast us, and we are looking for a visionary Director of Strategic Sales to be a cornerstone in our expansion within the Hospital Laboratory Segment. This is a high-impact, high-energy position for a strategic leader driven to elevate Drucker Diagnostics’ brand to new heights within the US hospital core and STAT labs.
As Director of Strategic Sales for the Hospital Laboratory Segment, you will lead our mission to convert market demand into accelerated growth and strategically position our products as the top choice for US Hospital STAT Lab applications nationwide. This role offers the opportunity to broaden our influence, forge strong partnerships with key healthcare institutions, and place our products at the forefront of the US Hospital Laboratory Segment. You will be responsible for driving sales performance, aligning KPIs with our goals, and maintaining a fanatical focus on customer satisfaction. Additionally, you will collaborate with executive leadership to design and execute sales and product strategies that reflect our company vision and further capture US Hospital Lab market share.
The ideal candidate will have deep expertise in the US Hospital Laboratory Segment and a strong history of exceeding ambitious goals. Success in this role also requires closely collaborating with product development, marketing, and US Hospital Distribution partners and transforming customer insights into actionable strategies that foster sustainable growth. We seek an entrepreneurial leader who has a strong bias for action, excels in hands-on execution, and is dedicated to building a high-performing sales team.
Essential Duties and Responsibilities:
- Sales Strategy Development & Execution:
- Develop and execute comprehensive sales strategies to achieve company goals and to increase brand visibility and market share in the Hospital Laboratory Segment.
- Develop and generate leads and nurture relationships with existing and potential customers and manage sales funnels for the Hospital Laboratory Segment.
- Analyze market trends and customer needs to identify product development needs, new business, and growth opportunities across the Hospital Laboratory Segment.
- Forecast and meet company monthly, quarterly, and annual sales targets.
- Develop strong relationships with key accounts, decision makers, and influencers to drive results.
- Monitor competitive activity in the Hospital Laboratory Segment, providing insights and recommendations to senior leadership on how to best position our products and enhance brand perception with US hospital STAT and core labs.
- Customer Relationship Management:
- Identify, qualify, and manage relationships with distributors, healthcare organizations, partners, and other stakeholders in the Hospital Laboratory Segment to enhance the company's market reach.
- Foster partnerships with key opinion leaders (KOLs) to promote our products and enhance credibility in the market.
- Performance Metrics:
- Set performance metrics and KPIs for Hospital Laboratory Segment sales team and monitor and analyze performance against targets.
- Prepare reports and presentations for executive leadership on sales performance.
- Cross-Functional Collaboration:
- Collaborate with marketing, product development, operations and other departments to align efforts and drive sales growth.
- Work collaboratively with cross-functional teams to define and communicate the value proposition of our medical device offerings, showcasing benefits tailored to hospital laboratory needs.
- Hospital Laboratory Segment Sales Leadership: Proven experience in building and leading successful teams in the hospital, healthcare provider, or medical device industries, preferably with a focus on US Hospital Laboratory Segment.
- Cross-functional Leadership: Experience working across all customer touchpoints including Sales, Customer Service, and Technical Support teams to drive customer engagement and satisfaction in the Hospital Laboratory Segment.
- Strategic Account Management: Experience working with hospital and healthcare organizations and US Hospital Distribution Partners, such as Cardinal Health, Fisher Healthcare, Medline, and others, developing collaborative strategies, and building strong working relationships.
Qualifications:
- To perform the job successfully, the individual should demonstrate the following competencies to perform the essential functions of this position:
- 8+ years of experience in the healthcare industry, preferably in U.S. hospital labs selling laboratory and medical equipment, with 3+ years in a sales leadership role.
- Expertise in hospital laboratory workflows, equipment, and understanding of key purchasing decision-makers in the U.S. hospital laboratory market.
- Bachelor’s degree required; MBA preferred.
- Proficiency in analyzing data and reports within a commercial CRM, preferably Salesforce, to track regional distribution sales rep performance, identify trends and patterns, and develop action plans for improvement.
- Excellent verbal and written communication skills, with proficiency in MS Office.
- Strong interpersonal skills to build and maintain relationships with customers, partners, and internal teams.
- Hands-on leader, actively engaged with large accounts, conducting Voice of Customer (VoC) visits, problem-solving, investigating customer challenges, and setting an example for the team.
- Self-driven, consistently assessing the hospital lab environment and business opportunities, gathering VoC insights, and providing feedback to the leadership team.
- Strong analytical and problem-solving skills to drive continuous improvement and respond to challenges and customer inquiries effectively.
- Willingness to travel over 25% to support customer engagements and sales activities.
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