Director – Enterprise Strategic Accounts

Director – Enterprise Strategic Accounts

Requirements

• Bachelor’s degree required; MBA preferred.
• 5+ years of sales, business development, or strategic account management experience in diagnostic laboratories (preferably genetics)
• 2+ years of management experience in leading, building, and scaling new teams (preferably diagnostics)
• Proven success in market development, product launches, and rapid revenue growth within hospital systems.
• Extensive experience in contracting, EMR integrations, and high-level negotiations with C-suite executives.
• Strong background in health system strategy, project planning, and execution.
• Knowledge of Healthcare Value Transformation and Triple Aim Initiatives.
• Proficiency in Google Suite, Microsoft Office (Excel, Word, PowerPoint), and reporting tools.

Responsibilities

• Recruit, develop, and lead a newly established Regional Enterprise Strategic Accounts team, driving success in Regional Health Systems and Academic Medical Centers.
• Provide strategic guidance, mentorship, and hands-on support to ensure team alignment with company objectives.
• Foster a high-performance culture with a focus on collaboration, accountability, and measurable results.
• Provide direction on scalable business plans to accelerate revenue growth and account expansion.
• Enable the team to facilitate standardized testing workflows and efficiencies across major health systems to ensure seamless implementation of Natera products.
• Identify and secure RFP, DUA, and contracting opportunities to strengthen Natera’s presence in national and regional health systems.
• Collaborate cross-functionally with sales, marketing, and operational teams to drive alignment and maximize business opportunities.
• Provide direction based on best practices and optimize account engagement strategies based on market insights and field intelligence.
• Track and analyze key performance metrics (KPIs) to measure team effectiveness and business impact.
• Provide senior leadership with market assessments, competitive insights, and strategic recommendations for continuous growth.
• Effectively provide constructive feedback to sales professionals in order to help maximize their potential.
• Plan, design, and implement territory alignment based on maximum ROI.
• Oversee and support EMR integrations, contracting negotiations, and partnership development across multiple business units (Women’s Health, Organ Health, and Oncology).
• Build and maintain relationships with C-suite executives, Medical Directors, Precision Medicine, Hospital Administrators, and Lab Directors to drive engagement and market penetration.
• Support sales professionals by providing guidance and career development.

Preferred Qualifications

• Strategic and results-driven leader with a track record of executing business growth initiatives.
• Ability to build, mentor, and scale high-performing teams in new focus areas.
• Strong negotiation, relationship-building, and executive-level communication skills.
• Highly adaptable and able to navigate complex healthcare environments.
• Exceptional time management, organization, and analytical skills.
• Ability to work independently while fostering cross-functional collaboration.
• High level of integrity, accountability, and a passion for driving business success.