Sr. Director OH Strategic Accounts

The Sr. Dir, Organ Health, Strategic Accounts will manage a Team of Strategic Account Managers to lead our Organ Health major account management strategy and sales goals. The individual will be responsible for managing, developing and executing strategies to enhance relationships with the Nephrology Key Service Line Influencers within Healthsystem and Private Equity Accounts, driving Renasight test volume and revenue growth, retention and ensuring provider and patient satisfaction. This role is critical in positioning Natera as a trusted partner and advisor to our most significant customers

PRIMARY RESPONSIBILITIES:

• Develop and implement a comprehensive account strategy for key strategic accounts to achieve access to Natera Organ Health’s Renasight test, drive Renasight unit volume and revenue growth through standardization protocols and account retention.

• Build and maintain strong relationships with Nephrology Service Line Leaders and clinical influencers in Health Systems and Private Equity Groups to identify growth opportunities and provide Natera’s solutions to key customer challenges.

• Lead a team of strategic account managers to ensure exceptional service delivery and alignment with client goals.  

• The Strategic Team will focus on key Nephrology Service Line Call Points - VP Organ Health Service Line, Director of Nephrology, KOLs, Genetic Counselors, Residency / Fellowship Program Directors, Genetic’s Educators, Grand Rounds, Journal Clubs and Laboratory Directors managing Genetic test sendout.

• Collaborate with field sales teams, medical sales liaisons, medical directors to drive Renasigt test  pull-thru, client success and improve offerings based on client feedback and customer insight.

• Analyze market trends and competitive landscape to identify new opportunities for account growth.

• Monitor account performance metrics and prepare regular business reviews for both the customer and Natera’s senior management, highlighting successes and areas for improvement.

• Foster a culture of continuous improvement within the account management team, promoting best practices and innovative approaches to customer challenges, problems and issues.

QUALIFICATIONS:

• Bachelor’s degree or equivalent; MBA preferred. 

• Minimum 5 years physician sales experience in diagnostic laboratory business (preferably in a genetics laboratory). 

• 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. 

• Proven track record of managing large, complex accounts and driving revenue growth

• Collaboration with Natera internal organizations – Customer Service, Marketing, Product, Medical, UX, IT, Analytics, Legal and Compliance..

• Experience leading and developing high-performing teams.

• Business Acumen – HealthSystem/Provider KPIs, Regulatory (CLIA, CAP, CMS) & Reimbursement (DRG, OPPS, PAMA, State Regs), Compliance (Stark, AntiKickback, AntiTrust) Customer external influencers, Market Trends etc,

• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.

• Proven track record of success in developing new markets, launching new products and increasing revenue quickly.

• Market knowledge and experience in Nephrology preferred.

• The ability to effectively maneuver through complex situations, internal and external.

KNOWLEDGE, SKILLS, AND ABILITIES:

• Exceptionally bright, flexible, self-motivated, and results oriented with strong interpersonal and analytical skills. 

• Ability to think strategically as well as execute tactically.

• Must act with a sense of urgency.

• Have a strong desire to work in a startup environment and must work independently with an internal drive to be successful.

• Excellent organizational and communication skills (written and verbal) with demonstrated ability to effectively present to both internal and external customers.

• Exceptional Leadership, communication and interpersonal with the ability to build relationships at all levels of an organization.

• Effective Negotiation skills to drive towards win – win contracts and agreements for both Natera and Customer.

• Strong analytical skills and the ability to interpret data to inform decision-making.

• Effective time management skills required with a demonstrated ability to assess and prioritize.

• Proficient in Microsoft PowerPoint and Excel; Gmail; Sales Force.com.

• Excellent Coach and is coachable.

• Team Oriented.

• Excellent initiative and self-motivation.

PHYSICAL DEMANDS & WORK ENVIRONMENT:

• Duties are typically performed in an office setting.

• This position requires the ability to use a computer keyboard, communicate over the telephone and read printed material.

• Duties may require working outside normal working hours (evenings and weekends) at times.

• 50% travel required.

Travel required for this position:

No ☐  or Yes x :  If yes state anticipated percent for travel: up to 50%