Associate Director, Health Systems Executive (Northeast Region)

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About the opportunity

The Health Systems Executive serves as the senior relationship manager with QIAGEN’s most strategic Integrated Delivery Networks (IDNs) and hospital systems across their assigned accounts. This role is accountable for driving predictable instrument and revenue growth, expanding enterprise partnerships, and maximizing the value of QIAGEN’s full portfolio across complex healthcare IDN’s and systems.

The HSE role combines executive-level communication and relationship management to a wide variety of buying influences from C-Suite to Strategic Sourcing, Laboratory and various other business units in each IDN. The HSE must display excellent competencies in business strategy, communication, data and finance composition and cross-functional managerial skills to organize various QIAGEN assets across the company and drive long term success in each IDN. These skill sets are critical to ensure each HSE is expanding partnerships and increasing share of wallet across the entire QIAGEN portfolio at each IDN.

Your tasks include

• Own and execute QIAGEN’s enterprise account strategy at each assigned IDN
• Create, retain and grow relationships with critical buying influences across C-Suite, Lab Leadership, Strategic Sourcing and Procurement at each assigned IDN
• Drive portfolio-level growth through strategic partnerships, committed long-term contracts, menu expansion, automation, and workflow optimization aligned to customer priorities
• Consistently and accurately forecast instrument revenue, reagent revenue and services for each assigned IDN on a monthly basis
• Work cross-functionally to act as the quarterback and senior point of contact for QIAGEN within the account, creating and owning collective strategy across all QIAGEN business verticals to ensure cohesive selling strategies for each IDN
• Create and present recurring business reviews to a broad range of key buying influences within each IDN that provide a thorough view of all QIAGEN business within the account and opportunities for new growth and increased share of wallet
• Work cross-functionally as a team leader to bridge the gap between the customer and critical internal QIAGEN assets including but not limited to Marketing, Service, Customer Support, Finance and R&D
• Attend Regional and National trade shows as needed to implement QIAGEN’s enterprise account strategy with a focus on owning the communication and execution for each assigned IDN

Your profile

• Education level: minimum of Bachelor of Science or equivalent, graduate degree preferred.
• 7+ years of proven track record and documented success selling diagnostic capital equipment and reagent/consumables within large, complex health systems (IDN’s)
• Wide range of knowledge of molecular biology applications, products, and diagnostics market. Knowledge of QIAGEN products preferred, experience and documented success in new product launches preferred
• Proven experience navigating complex, enterprise-level sales processes including capital justification, value analysis committees, C-suite engagement, contracting and implementation
• Expertise in developing and executing account-based strategies that align capital and reagent pull-through and share of wallet growth with customer base
• Exceptional strategic planning, negotiation, and forecasting skills and deep knowledge and experience with pipeline and opportunity management in CRM
• Ability to operate independently in a senior, high-visibility role while representing the priorities and culture of QIAGEN to executive-level buying influences in each covered IDN
• 80%+ of time spent in the field. Willingness to travel and retain optimal productivity while working in the field during customer travel, valid driver’s license required
• Territory - Northeast region (must be based in territory)

The estimated base salary range for this position is $130,000-165,000. Compensation will be based on the candidate’s experience, skills, geographic location, and other job-related factors. In addition to base salary, we offer a total compensation package that includes a commission plan and generous benefits.