Sr Director Strategic Account Sales

San Diego, CA, United States

About Dexcom

Founded in 1999, Dexcom, Inc. (NASDAQ: DXCM), develops and markets Continuous Glucose Monitoring (CGM) systems for ambulatory use by people with diabetes and by healthcare providers for the treatment of people with diabetes. The company is the leader in transforming diabetes care and management by providing CGM technology to help patients and healthcare professionals better manage diabetes. Since the company’s inception, Dexcom has focused on better outcomes for patients, caregivers, and clinicians by delivering solutions that are best in class - while empowering the community to take control of diabetes. Dexcom reported full-year 2022 revenues of $2.9B, a growth of 18% over 2021. Headquartered in San Diego, California, with additional offices in the Americas, Europe, and Asia Pacific, the company employs over 8,000 people worldwide.

Position Summary: As Dexcom transitions into their next frontier with products tailored to those who are not taking insulin, the newly created Sr. Director, Strategic Account Sales will be responsible for establishing and leading a new and innovative strategy to successfully sell our non-insulin products to a range of institutional and business (B2B) customers. This individual should be a highly entrepreneurial leader who will be responsible for establishing a new strategic account selling function at Dexcom. They will establish sales strategies to drive demand across a range of strategic accounts in close collaboration with other commercial leaders. The Sr. Director, Strategic Account Sales will align the organization on short- and long-range opportunities and will continuously and proactively work to accelerate sales. As we look to enter an enormous market with a TAM that is at least 10-fold our current market, this role will be critical in shaping our success. This leader understands the broad definition of customers as decision makers who guide choice, and they will think innovatively on how to influence and drive sales. They will have a deep understanding of the relevant market space, products and services, competitive offerings, and industry trends. Key Responsibilities Include:

Define vision, strategy, and tactics for the strategic sales function focused on Dexcom’s new generation of non-insulin products, while innovating and establishing new revenue opportunities. Drive outstanding sales results via deep understanding of customers and effective strategic selling practices.

Work closely with product marketing, managed markets, user experience, legal, operations, regulatory and R&D to incubate new ideas into viable business opportunities.

Establish annual and quarterly operating plans and execute those plans with a focus on delivering against all targets (e.g., revenue, margin, volume). Shape and drive growth in the new non-insulin category by establishing new business relationships for Dexcom.

Establish and grow a team of highly successful individuals who can deliver expected results at the appropriate time.

Review market analyses to determine customer needs, price schedules, and discount or promotion rates. Collaborate with finance and operations to develop appropriate pricing models that align to organizational expectations.

Analyze sales statistics, data and insights to formulate plans to accelerate sales.

Analyze and control expenditure of department to conform to budgetary requirements.

Monitor and evaluate the activities and products of the competition.

The candidate must demonstrate the following foundational leadership capabilities: Learning Agility and Innovation Mindset

Demonstrate curiosity and a continuous learning mindset

Proactively share knowledge with others for continued improvement

Exhibit willingness to test and learn from new approaches, advancing our products and markets

Eagerness to understand areas beyond functional accountabilities, including the technology and science behind our products

Problem Solving and Results Orientation

Proactively address strategic and operational challenges

Use business judgement to make decisions based on facts and data, advancing problem-solving in uncertain times/ambiguous situations, balancing risk with value-creation opportunity

Connect functional accountability with broader business outcomes

Intentionality to “zoom out and zoom in” as needed: challenge broadly on big, longer-term possibilities, while being ‘hands on’ and persistent in delivering today’s business results

Collaboration, Team First Mindset, and Company-Wide Impact

Start with a team first, global mindset to deliver superior results

Celebrate individuals and teams for achieving significant milestones and goals

Demonstrate the ability to “zoom in and out” to meet situational leadership demands, driving broad impact

Communication and Credibility

Translate company and team business imperatives to specific prioritized actions and deliverables

Create and foster a culture of empowered accountability, enabling others to deliver at their fullest potential

Motivate high performing teams through this exciting period of growth and transformation

Set clear expectations and deliver on commitments

In addition, the ideal candidate should bring the following function-specific capabilities and experiences:

Bachelor’s degree required and MBA or advanced degree preferred.

Typically 17+ years of relevant experience with at least 10 years of experience in sales and/or business development.

Typically 13+ years of successful leadership experience.

Proven ability to lead teams and use influence management effectively with cross-functional partners and senior management.

Proven track record of leading strategy, innovation and driving execution. Experience and proven success in selling to large national accounts.

Strong communication skills, high energy; executive presence.

Ability to take calculated risks in a rapid-growth environment, course correcting, and learning.

Location and Travel Required:

The position is remote in the US, and requires approximately 50% travel, including travel to Dexcom’s headquarters in San Diego, California. Dexcom supports remote work for employees. At the same time, this pivotal leadership role must have the ability to be present in Dexcom offices and travel as needed to customer-facing and internal meetings.

Please note: The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor are they intended to be an all-inclusive list of the skills and abilities required to do the job. Management may, at its discretion, assign or reassign duties and responsibilities to this job at any time. The duties and responsibilities in this job description may be subject to change at any time due to reasonable accommodation or other reasons. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Dexcom’s AAP may be viewed upon request by contacting Talent Acquisition at [email protected].

If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact Dexcom Talent Acquisition at [email protected].

View the OFCCP's Pay Transparency Non Discrimination Provision at this link .

Meritain, an Aetna Company, creates and publishes the Machine-Readable Files on behalf of Dexcom. To link to the Machine-Readable Files, please click on the URL provided: https://health1.meritain.com/app/public/#/one/insurerCode=MERITAIN_I&brandCode=MERITAINOVER/machine-readable-transparency-in-coverage?reportingEntityType=TPA_19874&lock=true

To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Dexcom. Only authorized staffing and recruiting agencies may use this site or to submit profiles, applications or resumes on specific requisitions. Dexcom does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to the Talent Acquisition team, Dexcom employees or any other company location. Dexcom is not responsible for any fees related to unsolicited resumes/applications.

Salary

$190,100.00 - $316,800.00

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