Country Manager - Canada

February 10 2021
Categories Marketing, Communication, Public relation, Pharma, Biotech, Sciences, R&D, Sales, Business development, Sales management
Toronto, ON


The Country Manager – Canada is responsible for the leadership, planning, developing, and oversight of all sales activities to ensure country revenue, profit and customer satisfaction goals are met for the region. The primary responsibility is to develop and lead a team of Regional Sales Managers and Senior Sales Representatives to achieve revenue goals while selling a premium product line in a complex selling environment. The Country Manager will oversee and manage key performance metrics to include funnel management.


  • Expected to meet or exceed plan for growth in Canada for new and existing business accounts.
  • Overall performance of the sales representatives and managers in Canada including the responsibilities of coaching, developing and providing ongoing feedback and guidance on professional development.
  • Create and executes actionable strategies for the sales team based upon sales data analytics and market insights.
  • Hire, assess, coach and motivate high performing associates and sales leaders
  • Leverage people leadership capabilities by engaging and developing a high-performance team.
  • Understanding and utilizing key influences for developing and closing sales in hospitals, labs and health systems.
  • Driving physician demand and adoption of new diagnostic methods.
  • Developing and implementing customer-specific action plans.
  • Negotiating contracts from single hospitals to health systems.
  • Developing and delivering presentations and proposals.
  • Prospecting, recruiting and training of sales personnel.
  • Oversee the introduction of new testing concepts and products into market
  • Collaborate with sales and FAS leadership to execute winning region-specific sales plans.
  • Work with Executive Leadership and Marketing to provide market insights.
  • Ability to travel 60% of the time.
  • Proactive approach to analyzing, diagnosing, and prescribing strategic business solutions to meet company sales goals.
  • Maintains effective collaboration and coordination of internal resources to ensure company sales goals are met.
  • Experience planning and driving new product launch strategies in conjunction with Product Marketing.
  • Provides consistent field interaction and communication to ensure company's message is clearly communicated.
  • Ability to connect with and coordinate between key customers and internal/external stakeholders to promote and expand business opportunities.


  • Complete all assigned and required training satisfactorily and on time
  • For people managers, ensure your associates attend and complete all required trainings satisfactorily and on time.


Education and Experience (in years):

  • Bachelor’s degree with 14+ years of experience OR
  • Master’s/Doctoral degree with 12+ years of experience AND
  • 4+ years managing people

Knowledge and skills:

  • Strong track record of success in both capital equipment and reagent sales.
  • Expertise selling premium products.
  • Expertise with multi-departmental sales.
  • Experience with customer base within Area
  • Strong oral, written communications and presentation skills.
  • Experience and success selling to physicians, laboratory professionals, infection control staff and hospital administration.
  • Skilled in Microsoft Word, Excel, PowerPoint applications.
  • Skilled using a CRM application such as
  • Must speak English and French

Physical requirements/abilities: Must be able to stand for several hours. Work may involve repetitive arm/wrist motions.

  • Must be able to sit for long periods of time during business travel.

PREFERRED REQUIREMENTS: DBS Growth Tool (or similar) experience preferred

The statements in this description represent typical elements, criteria and general work performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills for this job.

As part of the Danaher family of companies, our work at Cepheid is supported by a global science and technology innovator. In addition to Danaher’s unrivaled leadership training and professional development programs, this relationship also provides expanded career opportunities across industries and brands. Together, we are united by a shared purpose: Helping Realize Life’s Potential.

Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.

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