Director National Accounts

Natera; Philadelphia (Philadelphia County); On-site; USD 166,000 - 190,000; Full time

Job summary

Natera is seeking a Director of National Accounts to develop and implement high-level strategy across Oncology and Oncology Dx, leveraging relationships with KOLs, executives and stakeholders nationwide.

You will build partnerships with major oncology networks, drive volume, and lead teams to achieve revenue growth, with extensive travel across the US.

Qualifications

• BA in Business, Marketing or related field; MBA preferred.
• Background in medical or biological sciences is preferred.
• Minimum 3 years experience in strategic Oncology sales across the United States.
• Minimum 5 years of experience in Strategic Accounts or Business Development, Major Account Management Sales Process – Miller Heiman, SPIN etc.
• Preferred 3 years successful sales management/consulting experience preferably in diagnostic laboratory business.
• Requires 75% travel.

Responsibilities

• Become an expert in Natera’s technology and service offerings and be able to represent the company and its business interests at the highest levels: with KOL physicians, C-level Executives, Medical Directors, Hospital Administrators, and Lab Directors.
• Develop and execute plans to ensure rapid distribution of all products with minimal supervision.
• Establish positive working relationships with all key customer segments (internal and external).
• Educate and recruit Key Opinion Leaders from the Oncology/Hematology medical community.
• Assist with recruitment and training of Directors of National Accounts.
• Allocate time with the VP, in the field with AD’s, RD’s and COS to provide direction and feedback to maximize potential collaboration opportunities.
• Provide direction based on field input, market assessments and trends to develop an Area which is consistently implementing "Best Practice".
• Develop business plans based on sales goals, expectations, and available resources, including “Area” strategies and tactics.
• Attend local, regional, and national trade shows, meetings trainings.
• Coordinate regional strategies and tactics with Natera’s Sales Team.
• Effectively work with the clinical field sales team to maximize potential business opportunities and partnerships.
• Implement strategy based on field input, market assessments and trends to develop a plan which is consistently implementing "Best Practices".
• Establish positive working relationships with all key customer segments (internal and external).
• Perform with a sense of urgency, with a focus on achieving exceptional revenue growth.
• Play a critical role in the success of the organization.

Skills

Oncology sales

Strategic accounts

Business development

Sales management

Travel willingness

Education

BA in Business/Marketing or related field

MBA preferred

Medical/biological sciences background preferred

Tools

Salesforce.com

PowerPoint

Excel

Job description

New York City, NY; Newark, NJ; Philadelphia, PA

LOCATION: This territory covers New York, New Jersey, the greater Philadelphia metropolitan area, and the New England region, including Massachusetts, Connecticut, New Hampshire, Vermont, and Maine.

The Director of National Accounts will focus on developing and implementing high-level strategy, pathways, and collaborations across multiple fronts in Oncology and Oncology Dx. This role is responsible for leveraging experience, existing contacts, and established relationships with major KOLs, executives, and key stakeholders within large community oncology networks to drive volume, build long-term partnerships, and meet or exceed organizational goals. Target organizations include, but are not limited to: Large Community Oncology Groups, multidisciplinary clinical societies, GPOs, integrated healthcare networks, advocacy groups, cooperative groups. You must have strong, influential relationships with the local groups affiliated with USON, AON, OneOncology, and ONCare.

JOB RESPONSIBILITIES:

• Become an expert in Natera’s technology and service offerings and be able to represent the company and its business interests at the highest levels with: KOL Physicians, Academic/Community Medical Directors and C-Suite level targets.
• Develop and execute plans to ensure rapid distribution of all products with minimal supervision.
• Establish positive working relationships with all key customer segments (internal and external).
• Educate and recruit Key Opinion Leaders from the Oncology/Hematology medical community.
• The position requires assistance with recruitment and training of all Directors of National Accounts (DNA’s).
• Allocate time as defined with the VP, in the field with AD’s, RD’s and COS to provide direction and feedback to maximize potential collaboration opportunities.
• Provide direction based on field input, market assessments and trends to develop an Area which is consistently implementing \"Best Practice\".
• Develop business plans based on sales goals, expectations, and available resources, including “Area” strategies and tactics.
• Attend local, regional, and national trade shows, meetings trainings.
• Become an expert in Natera’s technology and service offerings and be able to represent the company and its business interests at the highest levels: with KOL physicians, C-level Executives, Medical Directors, Hospital Administrators, and Lab Directors.
• Develop business plans based on sales goals, expectations and available resources, coordinating regional strategies and tactics with Natera’s Sales Team.
• Effectively work with Natera's clinical field sales team in order to help maximize potential business opportunities and partnerships.
• Implement strategy based on field input, market assessments and trends in order to develop a plan which is consistently implementing \"Best Practices\".
• Establish positive working relationships with all key customer segments (internal and external).
• Perform with a sense of urgency, with a focus on achieving exceptional revenue growth.
• Play a critical role in the success of the organization.

QUALIFICATIONS:

• BA in Business, Marketing or related field is required; MBA preferred.
• Background in medical or biological sciences is preferred.
• Minimum 3 years experience in strategic Oncology sales to aforementioned targets across the United States.
• Minimum 5 years of experience in Strategic Accounts or Business Development, Major Account Management Sales Process – Miller Heiman, SPIN etc.
• Preferred 3 years successful sales management/consulting experience preferably in diagnostic laboratory business.
• Requires 75% travel.

KNOWLEDGE, SKILLS, AND ABILITIES:

• Proven track record of success to develop new markets, launch new products and increase revenue quickly.
• Award winning management track record.
• Team oriented.
• Excellent coach and is coachable.
• Excellent initiative and self-motivation.
• The ability to effectively maneuver through complex situations, internal and external.
• Be a proven leader, with the ability to think strategically as well as execute tactically.
• Act with a sense of urgency, with a focus on leading a team of sales people to drive exceptional revenue growth.
• Develop and execute strategic business plans.
• Be confident they can provide record breaking growth, create and implement successful sales strategies and desire to play a critical role in the success of the organization.
• Proficient in Microsoft PowerPoint and Excel; Gmail; Sales Force.com.

Total compensation includes a competitive base salary and uncapped quarterly commissions. In addition we offer a car allowance and Restricted Stock Units (RSUs).

The compensation package listed is for 1st year OTE, which are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. On-target earnings (OTE) represent the total potential income an employee can earn by achieving 100% of their performance goals. It combines a base salary with commissions and serves as an estimated figure rather than a guaranteed amount, providing a guideline based on average performance outcomes.

On-target earnings (OTE)

$166,000 - $190,000 USD

OUR OPPORTUNITY

Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.

The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.

WHAT WE OFFER

Competitive Benefits - Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!

Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.

All qualified applicants will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.

Please be advised that Natera will reach out to candidates with a @ natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.