Director, National Accounts

Radiometer; Indianapolis (IN); Remote; USD 190,000 - 215,000; Full time

Job summary

Radiometer, a Danaher operating company, seeks a Director, National Accounts to lead strategy, growth, and performance across IDNs. You will manage Health System Executives and drive integrated account plans in a fully remote North America team. The role reports to the Head of Sales, America and emphasizes DBS, market intelligence, and talent development.

Remote work is supported; travel 50-75% as needed. Candidates bring 10+ years selling healthcare solutions, 5+ years of leadership, and a

Qualifications

• 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.

Responsibilities

• 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.

Skills

Leadership

Account strategy

Contract negotiations

Healthcare industry

Team development

Strategic thinking

Education

Bachelor's degree

MBA preferred

Job description

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? At Radiometer, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact. You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life. At Radiometer, life comes first. Our vision is to improve global healthcare with reliable, fast, and easy patient diagnoses. As a global leader and pioneer in acute care diagnostics for over 70 years, we streamline diagnostic workflows, empowering healthcare professionals to focus on what truly matters—caring for critically ill patients. We’re a team that celebrates diverse ideas and continuous improvement. Here, you’ll find a place to grow and make a real impact with your unique perspective, driving us forward in improving patient care. Learn about the Danaher Business System which makes everything possible.

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.

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

Radiometer, 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 Radiometer, 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 Radiometer can provide.

The salary range for this role is $190,000 - $215,000. 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.

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.

The U.S. EEO posters are available here.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact:1-202-419-7762 or [e-mail].