Director, National Government Accounts

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At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful. 

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 w