Title: Senior Director, Health Systems Executive - West Locations: Denver, Colorado, United States Dallas, Texas, United States Austin, Texas, United States Los Angeles, California, United States Houston, Texas, United States Las Vegas, Nevada, United States Phoenix, Arizona, United States Seattle, Washington, United States Salt Lake City, Utah, United States San Diego, California, United States time type Full time remote job requisition id R1304476 Job Description: Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology At Beckman Coulter Diagnostics, one of Danaher's 15+ operating companies, our work saves lives-and we're all united by a shared commitment to innovate for tangible impact. You'll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher's system of continuous improvement, you help turn ideas into impact - innovating at the speed of life. As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory's role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making-we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. Learn about the Danaher Business System which makes everything possible. As the Sr. Director, Health Systems Executive, you will be responsible for driving your team's ability to deliver on their financial and business targets. To do this you will empower your team to create, drive and own their assigned accounts over arching strategy and hold them accountable on successful execution. You will coach and guide on account strategy development, healthcare economics, financial/deal structure, and market intelligence. By partnering closely with the Sr. Area Sales Director, you will align Health System and Regional teams on business and customer goals to drive a solution-based partnership approach with our largest customers. This position reports to the Area Sales Vice President / GM and is part of the West Area Sales team and will be fully remote. In this role, you will have the opportunity to: - Lead strategic account ownership for top health systems, partnering closely with Health System Executives and internal stakeholders to develop and execute strategies that position Beckman Coulter as a partner of choice. - Coach and develop the sales team through strategic guidance and pressure-testing, empowering associates to create, own, and execute strong account strategies while removing obstacles to successful execution. - Build and execute year-over-year growth plans that incorporate key value drivers, align to overall business and financial objectives, and demonstrate measurable progress for the assigned team. - Own the annual Growth Bridge and execution discipline, leveraging Danaher Business System (DBS) tools to monitor performance, identify gaps, and implement countermeasures to ensure targets are achieved. - Drive funnel management rigor and standard work, holding teams accountable to pipeline health, forecasting accuracy, and execution, and taking corrective action when performance gaps arise. - Oversee complex commercial processes and deal execution, including review and approval of account strategies, RFPs, financials, master agreements, and amendments, while providing coaching throughout the full sales cycle. - Attract, develop, and retain top talent, setting clear performance expectations, providing ongoing feedback and development, collaborating with Sales Operations on account assignments and incentive design, and performance managing when needed. The essential requirements of the job include: - Bachelor’s degree (preferably within business or sciences). 18+ years', progressive commercial experience in a business that serves similar customers or sells similar products OR Masters Degree with 18+ years exp. - 5+ years leading highly dynamic sales teams. - Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed. - Demonstrated track record of driving sales growth, customer experience and market share growth. - Solid understanding and knowledge of the value chain of all the business opportunities - Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; Can quickly build long lasting relationships and establish significant credibility, trust, and support within all levels of the organization (i.e., Customers, peers, subordinates, and senior management) as well as developing strong followership within the commercial organization. - Healthcare Business Acumen with strong negotiation and commercial skills; can support team and work at the highest levels within customer decision making unit to negotiate complex deals which are profitable to the company and in line with revenue and margin objectives. Can influence strongly at customer sites, gaining trust, buy-in and engagement – ultimately leading to customer loyalty. Travel, Motor Vehicle Record & Physical/Environment Requirements: - Ability to travel – 70-80% travel, overnight - Must have a valid driver’s license with an acceptable driving record Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info. 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 annual salary range for this role is $230,000 - $265,000. 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. #LI-AY1 Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

VP/Senior Director, Commercial Enablement & GTM Execution Company: Norstella Location: Remote, United States Employment Type: Full Time Job ID: R-1963 Description About Norstella: Norstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle — from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making. We help our clients: • Accelerate the drug development cycle • Assess competition and bring the right drugs to market • Make data driven commercial and financial decisions • Match and recruit patients for clinical trials • Identify and address barriers to therapies Norstella serves most pharmaceutical and biotech companies around the world, along with regulators like the FDA, and payers. By providing critical proprietary data supporting AI-driven workflows, Norstella helps clients make decisions faster and with greater confidence. Norstella’s investments in AI are transforming how data is consumed and decisions are made, disrupting inefficient legacy workflows and helping the industry become more efficient, innovative, and responsive to patient needs. The Role: VP/Senior Director, Commercial Enablement & GTM The Senior Director, Commercial Enablement & GTM Execution is a senior commercial performance leader responsible for elevating the productivity, capability, and measurable impact of Norstella’s revenue-generating teams. This role leads Norstella’s GTM enablement strategy with an AI-first mindset, ensuring GTM priorities are translated into consistent, high-impact field execution across Business Units. This role leads a team of BU-aligned Commercial Enablement managers and owns the GTM enablement execution model, providing strategic direction and governance across launch readiness, operating rhythms, and sales force effectiveness. The Senior Director serves as a true “Performance Partner” to commercial leadership—embedding a coaching culture, driving talent development, and co-owning revenue performance with BU leaders. Through close cross-functional partnership with GTM and commercial teams, the role ensures training programs, learning paths, and sales assets are strategically aligned to drive consistent, measurable execution across field teams to deliver bookings, expansion, and retention goals across Norstella’s portfolio. Responsibilities: GTM & Commercial Enablement • Own the end-to-end GTM execution framework for Norstella, ensuring consistent enablement standards, methodologies, and field readiness across Business Units. • Partner with Product Marketing, BU GTM leaders, Solution Consulting, Revenue Operations, and Customer Success to translate GTM strategy into executable sales motions, value narratives, and plays. • Serve as the senior enablement lead for major GTM initiatives, product launches, and portfolio-wide changes impacting the commercial organization. People Leadership & Team Management • Lead, coach, and develop BU-aligned Commercial Enablement GTM Execution leaders, positioning each as a trusted “Performance Partner” to their respective business unit—setting clear expectations for commercial impact, prioritization, and stakeholder engagement. • Establish a common enablement operating model while allowing for BU-specific customization based on market, buyer, and solution complexity. • Build and scale a structured sales coaching framework that equips BU enablement leaders to observe, assess, and develop commercial reps—moving beyond content delivery to active performance coaching grounded in call data, pipeline health, and competency assessments. • Champion a talent development agenda within commercial teams, partnering with Sales and HR leaders to define role competency profiles, identify high-potential sellers, and co-create individualized growth plans that directly link learning to performance outcomes. Launch Readiness & Commercial Enablement • Own commercial launch readiness governance, including readiness criteria, training plans, certification, and field communications. • Ensure teams are prepared to sell, expand, and retain through coordinated training, tools, and content. • Oversee continuous learning strategies and integration of GTM content into onboarding programs for faster time-to-productivity and sustained performance. Tools, Process & Enablement Infrastructure • Partner with Commercial Enablement Operations to ensure effective adoption and optimization of enablement tools (e.g., Highspot, Salesforce, LMS, Conversation Intelligence). • Collaborate with Revenue Operations to align enablement with sales processes, CRM workflows, forecasting, and performance management. • Lead with an AI-first mindset: champion the strategic integration of AI tools (e.g., generative AI content creation, AI-powered coaching assistants, conversation intelligence, and predictive analytics) to scale enablement capacity, personalize seller development, and deliver real-time, insight-led selling experiences across Norstella’s commercial teams. Stakeholder Engagement & Governance • Act as the senior enablement orchestrator across Product, Marketing, Sales, CS, Analytics, and Operations. • Establish forums and communication cadences that drive alignment, prioritization, and continuous improvement in GTM execution. • Represent the voice of the field in GTM planning and post-launch retrospectives. Measurement & Impact • Define, own, and continuously refine a Commercial Performance Measurement Framework that ties enablement investment directly to commercial outcomes—including pipeline generation, win rates, average deal size, sales cycle velocity, quota attainment, retention, and expansion revenue across Business Units. • Establish a regular Commercial Performance Review cadence with BU GTM and Sales leaders, presenting data-driven scorecards that connect enablement program participation and skill attainment to leading and lagging sales indicators. • Leverage AI-powered analytics and conversation intelligence to surface coaching insights, identify skill gaps at scale, and proactively inform enablement prioritization based on real commercial performance signals. Qualifications: • 8–10+ years of experience in Commercial Enablement, Revenue Enablement, GTM Enablement, or related roles. • Proven experience leading and developing enablement managers in a matrixed, multi-BU environment. • Strong background supporting complex B2B solutions, ideally within Pharma, Biotech, Healthcare, or Life Sciences (RWD / RWE experience strongly preferred). • Demonstrated success operationalizing GTM strategy into scalable, repeatable field execution. • Exceptional communication, change leadership, and stakeholder management skills. • Proven experience building or leading a structured sales coaching program, with a track record of improving individual and team-level commercial performance through deliberate, data-informed coaching practices. • Demonstrated ability to build and own a Commercial Performance Measurement Framework; experience presenting quantified enablement ROI (e.g., impact on quota attainment, ramp time reduction, win rate improvement) to executive leadership. • Active practitioner of AI tools in an enablement or commercial context; ability to evaluate, pilot, and scale AI-powered enablement solutions and articulate their business case to cross-functional stakeholders. Preferred qualifications: • Experience with enablement and GTM technology ecosystems (Highspot, Salesforce, Gong, Docebo, etc.). • Advanced proficiency in executive storytelling and data visualization; hands-on experience leveraging AI tools including Microsoft Copilot, Claude, generative AI platforms, and AI-powered coaching or analytics tools to accelerate enablement output and seller performance. • Familiarity with sales methodologies, account growth frameworks, and complex buying group dynamics. • Strong program management and operating model design experience. What Success Looks Like • Consistent, high-quality GTM execution across all Business Units. • Field teams that are launch-ready, confident, and productive. • Clear enablement standards with flexibility for BU-specific needs. • Strong adoption of enablement tools, content, and processes. • A data-driven Commercial Performance Measurement Framework in place, with regular executive reporting linking enablement programs to quota attainment, ramp time, win rates, and retention metrics. • BU-aligned Commercial Enablement leaders recognized as trusted Performance Partners by their respective commercial leaders, actively participating in QBRs, pipeline reviews, and talent discussions. • An AI-enabled enablement function operating at scale—with adopted tools, measurable efficiency gains, and a team fluent in leveraging AI to continuously improve seller capability and commercial outcomes. Location: Remote US Our Guiding Principles for success at Norstella: 01: Bold, Passionate, and Mission-First 02: Integrity, Truth, and Reality 03: Kindness, Empathy, and Grace 04: Resilience, Mettle, and Perseverance 05: Humility, Gratitude, and Learning Please Note - All candidates must be authorized to work in the United States. We do not provide visa sponsorship or transfers. We are not currently accepting candidates who are on an OPT visa. Benefits: • Medical and Prescription Drug Benefits • Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA) • Dental & Vision Benefits • Basic Life and AD&D Benefits • 401k Retirement Plan with Company Match • Company Paid Short & Long-Term Disability • Paid Parental Leave • Paid Time Off & Company Holidays Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus. Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law. Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you. All legitimate roles with Norstella will be posted on Norstella’s job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella.

Role Description The Director of Operational Performance and Success is responsible for driving the retention effort for priority Eurest accounts by fostering strong internal collaboration and ensuring high levels of operational excellence. They are responsible for the on-site Fresh Eyes, including arranging, managing, and engaging in Fresh Eyes events. The Director will create and support field strategies to optimize contract renewals. Facilitating internal processes for analyzing client feedback and providing actionable insights to enhance service delivery and drive business growth are components of this role. This role focuses on supporting contracts by proactively engaging with the operations, culinary, marketing, and the Elev8 Hospitality team to anticipate, address, and deliver client needs. Success in this position requires: - Excellent problem-solving skills - Strong communication skills - Strong interpersonal abilities - Commitment to exceeding client retention objectives - Ensuring a 95%+ annual client retention rate Please note - this is a remote-based role, demanding regular air travel (60-70%). Qualifications - Operational expertise - multi-site portfolio experience is a must - Project management skills - Excellent relationship-building skills - Verbal and written communication skills - Creative problem-solving and negotiating skills - Emotional intelligence - Financial acumen - Contracted services operational acumen - Ability to hold self and others accountable - Strategic business thinking - Ability to manage all aspects of working independently without constant direct supervision - Leadership and project management skills with a proven ability to interact with and motivate others Requirements - Develop and manage ‘Fresh Eyes’ site visits from observation to action plan development and implementation - Assess client needs through data, E15, surveys, and feedback from the operational team - Support facility reviews with senior leadership to identify at-risk locations - Analyze data to recommend actions that enhance client value and satisfaction - Communicate effectively with Eurest senior leaders through various channels - Develop contract extension and renewal strategies - Establish strong cross-functional relationships with operations, support, and resource teams - Provide coaching and training for operations on client retention and engagement skills Benefits - Medical - Dental - Vision - Life Insurance/AD - Disability Insurance - Retirement Plan - Paid Time Off - Holiday Time Off (varies by site/state) - Associate Shopping Program - Health and Wellness Programs - Discount Marketplace - Identity Theft Protection - Pet Insurance - Commuter Benefits - Employee Assistance Program - Flexible Spending Accounts (FSAs) - Paid Parental Leave - Personal Leave

Role Description This position is responsible for leading, carrying out, and monitoring the majority of the activities related to the Chargemaster and Charge Capture activities. Key responsibilities include: - Collaboration and consistent communication with System and Division CommonSpirit Health Leaders. - Leading the CommonSpirit Health CDM and Charge Capture enterprise to enhance patient net revenue realization and minimize revenue leakage. - Complete capture of patient revenue in every area that generates charges. - Management of charging mechanisms and triggers. - Ensuring clean handoffs between System Revenue Cycle, Division Revenue Integrity, Strategic Pricing, Denials Management, and System/Division Clinical Operations. - Overseeing the revenue charge capture system to promote accuracy and integrity across revenue-generating departments. - Leading maintenance and enhancement of the chargemaster; reviewing organizational charge structures for accuracy and consistency with industry best practices. - Leading CommonSpirit Health CDM Governance including Strategic Pricing. - Owning CommonSpirit Health CDM Management Team and Technology. - Consulting with department managers to develop and implement policies and procedures for reconciling charges posted in the billing system. - Identifying opportunities for charge capture improvement through routine, random audits. Qualifications - 15 years of Management experience with CDM and Charge Capture. - 5 years of Senior Leadership experience for CDM and Charge Capture. - Epic experience. - Registered Health Information Administrator. - Registered Health Information Technician. - Certified Coding Specialist. Requirements - Masters in Other fields such as MBA, MHA, or MPH (preferred).