Sales Director - Pathology West

Danaher Corporation; Phoenix (AZ); Remote; USD 170,000 - 225,000; Full time

Job summary

A leading biotechnology firm is seeking a Director of Sales - Pathology to lead a team and drive growth in cancer diagnostics sales. This remote position requires a minimum of 10 years of experience in medical sales, focusing on Histology Instruments and consumables. The successful candidate will innovate and improve sales strategies to enhance market share and build strong client relationships.

Benefits

Comprehensive benefits package

Flexible remote working arrangements

Paid time off

401(k) plan

Qualifications

• Minimum of 10 years in sales of medical capital equipment.
• Experience in leading teams selling life science equipment.
• Strong analytical capabilities in complex data analysis.

Responsibilities

• Lead a team responsible for core Histology Instruments sales.
• Develop and execute strategic sales plans.
• Oversee high-performance selling practices.

Skills

Leadership

Business Management

Analytical Skills

Sales Techniques

Education

Bachelor's degree in sciences or healthcare

Job description

Bring more to life.

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

At Leica Biosystems, one of Danaher’s 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. By harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life.

At Leica Biosystems, we’re not just shaping the future of cancer diagnostics — we’re transforming lives. Our mission of “Advancing Cancer Diagnostics, Improving Lives” is the driving force behind everything we do. As a global leader with the most comprehensive portfolio spanning from biopsy to diagnosis, we empower clinicians with innovative, reliable solutions so they can give patients timely, accurate answers when they need them most. When you join Leica Biosystems, you’re not just taking a job; you’re becoming part of a passionate team that knows every moment matters when it comes to cancer. You’ll help develop diagnostic solutions that turn anxiety into answers, and aid the acceleration of next‑generation, life‑changing therapies. Surrounded by a diverse and collaborative global community, you’ll be inspired each day to stretch, grow, and make an impact.

Learn about the Danaher Business System which makes everything possible.

Director of Sales - Pathology Overview

The Director of Sales - Pathology for Leica Biosystems is responsible for leading a team of Regional Sales Managers and associated Sales Specialists for Core Histology Instruments and Consumables and Advanced Staining (IHC) Instruments and Detection Kits/Antibodies. She/he will develop and execute a strategy for all aspects of the strategic sales function of Leica Biosystems organization for their respective geographic Area, with the aim of gaining market share and moving the business to number one in the market.

This position is part of the North America Selling Unit located in Deer Park, IL and will be fully remote. At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives.

Reporting to the Vice President of Commercial‑North America, the Director of Sales – Pathology will be responsible for driving business growth in their assigned U.S. region for our core business instrumentation and consumable business verticals (Core Histology Instruments and Consumables and Immunohistochemistry).

In this role, you will have the opportunity to:

• Deliver budgeted performance through achieving or exceeding planned growth for all product lines within the defined region. Lead a team of regional managers and their associates responsible for the core business product areas including Immunohistochemistry, Histology instrumentation and consumables.
• Develop and execute sales plans (quotas) with a thoughtful and strategic approach to each region’s potential and market growth objectives. Validation of regional business plans, top account strategies and relationship management for each of the regional manager’s franchises on a semi‑annual basis.
• Own the regional forecast using a 30‑60‑90 day rolling methodology through rigorous weekly funnel management and opportunity review with the regional managers. Using best practices for KPI measurement, track major objectives weekly/monthly/quarterly for review with the VP of Commercial, ensuring consistency and alignment with other regions for continuity of data reporting.
• Oversee and enforce elite selling practices, including Korn Ferry/Miller Heiman sales methodologies, competitive selling and hunting/prospecting skills. Scrutinize and approve long‑term contracts and quotations for compliance with business policies. Monitor contract performance in the assigned region, with close watch on compliance, and negotiation for long‑term relationships that are beneficial to both LBS and the customer.
• Attract and retain a top performing sales team, focused on extreme urgency and a holistic sense of accountability to the entirety of the customer relationship. Develop direct reports with an active succession plan in place and oversee the performance for growth process with the whole team (including goal alignment and compensation plans).
• Continuously drive Voice of the Customer (VOC) back into all parts of the business to ensure customers’ interests are prominently positioned to provide excellent customer solutions. Represent the organization in customer negotiations, trade shows, seminars, conferences and other official occasions. Build solid cross‑functional relationships with service and applications teams, fostering best in class, high touch, customer service.

The essential requirements of the job include:

• Education: Bachelor’s degree is required – preferable with a sciences or healthcare related focus. Minimum of 10 years of demonstrated success in leading teams selling medical capital equipment or life science equipment and consumables to both research and clinical environments.
• Excellent competency in business management, financial acumen and contracting. Strong display of analytical capability, creating and analyzing complex data sets and taking action.
• Experience developing high level, senior management relationships in the marketplace. Track record of building strong external alliances and channels in the healthcare industry.
• In‑depth experience with sales methods, policies, processes, tools and procedures. Demonstrated ability to effectively lead a large, geographically distributed and organizationally complex team in a fast paced and dynamic environment.
• Ability to understand the long term strategy and short term execution to support multi‑year visions. High energy performer who operates as part of a team and whose enthusiasm inspires and motivates teams, peers and customers. Understanding of the FDA regulatory environment. Knowledge of regional hospital networks, IDN’s and national reference lab accounts. Familiarity with GPO organizations.

Travel, Motor Vehicle Record & Physical/Environment Requirements:

• Ability to travel 50–75%; Frequent overnight travel, often with short notice. Occasional international travel may be required.
• Must have a valid driver’s license with an acceptable driving record.

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

• Advanced degree (MBA) preferred
• Certifications or experience with popular selling methodologies preferred
• Experience with Danaher Business Systems Tools and Process
• Histology/Pathology experience preferred

Benefits

Leica Biosystems, 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.

Remote Work Arrangement

At Leica Biosystems, 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 Leica Biosystems can provide.

Compensation

The annual salary range for this role is $170,000.00 - $225,000.00. This range may be modified in the future. This job is also eligible for bonus/incentive pay. We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Equal Opportunity

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 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] .

Contact

For more information, visit www.danaher.com .