Director, National Accounts

About the companyOur client is a venture-backed, commercial-stage diagnostics company that partners with the largest clinical laboratories in the US to bring its FDA-approved, protein-based cancer test to physicians and patients across the country.About the roleThe Director, National Accounts owns the company's relationships with national reference laboratories such as Quest Diagnostics, Labcorp and Sonic Healthcare. This is an individual contributor role with no direct reports, reporting to the Chief Commercial Officer. You'll be responsible for adoption, revenue growth and long-term value across these large lab partners.ResponsibilitiesOwn the national lab accounts, driving test adoption, volume, revenue growth and long-term partnership valueBuild and carry out multi-year business plans for each accountBuild relationships at every level of each lab organization, including executives, laboratory directors and operations, clinical leaders, supply chain and value analysisLead the full contract cycle, from first opportunity through negotiation, signing and implementation, making sure each agreement is financially sound and compliantOwn forecasting for your accounts and run regular business reviews with lab partners and internal leadersWork with sales, marketing, product, medical affairs, finance, legal and compliance to support each lab partnerKeep the CRM accurate and up to date for all account activityQualificationsBachelor's degree requiredAbout 15 years of progressive experience building relationships with national laboratory accountsA track record of selling sophisticated clinical diagnostic products to large reference labs (Quest Diagnostics experience strongly preferred)Proven revenue growth and expansion in enterprise accountsKnowledge of budgeting and forecastingStrong understanding of the clinical laboratory industryWorking knowledge of HIPAAExperience negotiating and managing complex commercial agreementsWorking conditionsRemote, with frequent travel by personal vehicleSome work outside normal business hoursWhy joinOwn the company's most important commercial partnerships, with a direct line to the Chief Commercial OfficerHelp a first-of-its-kind cancer test reach labs across the countryGet the visibility and impact of a growing company, with the backing of committed investorsStock options are included in the compensation package.