Director, National Government Accounts

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Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest healthcare challenges.

We are looking for a dynamic Director, National Government Accounts who will be responsible for creating and executing the commercial strategy including sales, marketing and contracting with the US Government including the Federal Supply Schedule, VISN’s/VA’s, DHA, Indian Health, and associated Distributors. This will include leading a team of seasoned Government Account Managers, a Strategy Leader and a Contracting Manager. In addition, you will operate with and leverage the broader sales organization across the US.

Key expectations include leading this team through planning and developing specific strategies within Government accounts across each sales territory to drive revenue, margin expansion, and customer satisfaction. Delivering guidance and expectations to the internal cross functional teams including sales in the interpretation, negotiation, and management of complex contract offerings and implement strategies to improve profitability, analytics, and pricing proposal tools. Will work closely with Marketing to ensure the portfolio and key features include Government technical requirements and, in parallel, modify our contract terms and conditions to support innovation, new technology, and service offerings. Will also work with Beckman Client Services, Informatics and IT to ensure the latest technologies are investigated and deployed in the solicitation and contracting process. Working with our distribution partners to positively position our product portfolio and provide the necessary marketing and financial information to the distributors to ensure we are a primary vendor.

You will be a part of the North America Commercial Organization reporting to the Vice President of Sales Specialty Segments. Come be a part of a dynamic team within North America Commercial Operations. The business in North America is $1+ Billion in annual revenue with a total of approximately 1700 associates who are focused on delivering the best experience and partnership with our customers.

In this role, you will have the opportunity to:

• Develop and execute the national sales strategy for the US Government segment to drive growth.

• Own core growth initiatives, establishing a national strategy and ensuring clear communication, team accountability, and strategic countermeasures to address performance gaps.

• Partner closely with Area, Strategic Accounts, and Service Leaders to ensure alignment, coordination, and mutual support for the Government segment across the U.S.

• Create and execute a comprehensive business plan to achieve annual sales and financial targets, ensuring alignment with corporate goals and market demands.

• Drive accountability in sales execution by overseeing funnel management, account planning, and standard work processes, while implementing corrective actions as needed to improve performance.

• Leverage cross-functional resources (Marketing, Finance, Sales Ops, and Service Partners) to support sustained year-over-year growth, ensuring strategic alignment and resource optimization.

• Recruit, develop, and retain top sales talent, fostering a high-performing team to support long-term success.

The essential requirements of the job include:

• Bachelor’s degree with 14+ years of complex clinical sales experience in government accounts (preferably in diagnostics), or Master’s degree with 12+ years of experience.

• Deep expertise in U.S. government sales, including FAR, FSS, GSA, and federal procurement and contracting processes.

• Proven track record of driving revenue growth, market share, and customer satisfaction in complex, strategic sales environments.

• Strong commercial acumen and negotiation skills, with the ability to close profitable, high-impact deals aligned with business goals.

• Demonstrated ability to build, lead, and develop high-performing teams while influencing cross-functional stakeholders and customer decision-makers.

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

• Prior experience specifically leading government-focused sales teams.

• MBA or other advanced degree.

At Beckman Coulter Diagnostics 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 Beckman Coulter Diagnostics can provide.

The salary range for this role is $175,000 - $210,000. 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.

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