About the Job

The National Account Director/IDN is responsible for strategic engagement and business development with Integrated Delivery Network (IDNs). The National Account Director will drive adoption of our molecular profiling solutions across key accounts. Establish and develop relevant business relationships with assigned key accounts, including individuals in the “C-suite” to help ensure appropriate access to FMI products in the following segments: Integrated Delivery Network accounts where there is coordinated control in the network. 

The National Account Director – IDNs will lead and grow commercial relationships with major integrated delivery networks (IDNs), health systems, and other strategic accounts within the diagnostic healthcare space. This role reports to the Head of National Accounts and is responsible for developing and executing national‐level account strategies, negotiating partnerships, contracts and pricing, and aligning cross‐functional teams to drive diagnostic test adoption, utilization, and long‐term revenue growth. The National Account Director, IDNs, will need to operate with multiple internal stakeholders including the commercial organization, Finance, Field Sales, Marketing, Legal, Compliance, and other key functional areas. 

Key Responsibilities

• Build strong and collaborative relationships with assigned accounts.
• Lead and develop strategy, major initiatives/key accounts and/or business area with significant sphere of influence and impact on organizational success.
• Collaborate closely with multiple internal stakeholders i.e. Field Sales, Marketing, Medical Affairs, Payer, Health Outcomes Payer Policy, and Commercial Operations to optimize program objectives and analyses and monitors payer/provider segment data to identify critical trends, measure key performance indicators and determine potential gaps and opportunities. 
• Use data and trends to shape broad business and financial strategies
• Support senior executives in shaping enterprise strategy
• Exert enterprise-wide, strategic, and significant external influence, building long-term alliances for FMI
• Share expert knowledge and/or voice of customers across the business area and enterprise
• As relationships are established and opportunities identified and agreed upon, responsible for obtaining and maintaining access and reimbursement of FMI products and services.
• Provide pull through strategy and collaborate with internal stakeholders on implementation of said strategy.
• Lead multi‐functional project teams to coordinate implementation, pull-through, field activation and account‐specific programs.
• Represent the company at industry conferences, trade shows, IDN forums and customer meetings to build brand presence, thought leadership and pipeline.
• Collaboratively work with the National Accounts Team to optimize customer relationships and maximize opportunities. 
• Build and expand relationships with key customers and thought leaders, increase positive visibility while facilitating sales and adoption of FMI product portfolio. 
• Serve as the voice of the customer internally collecting market intelligence, tracking healthcare/dx trends (e.g., reimbursement, value‐based care, internalization) and translating these into actionable plans.
• Monitor account performance metrics (utilization, revenue, margin, customer satisfaction), analyze insights and adjust tactics accordingly.
• Comply with all company policies and procedures
• Other duties as assigned.

Qualifications:

Basic Qualifications:

• Requires 12+ years of healthcare related experience with a Bachelor’s degree (8 with Master's, 5 with PhD), including at least 5 years in national account management, strategic partnership or business development, and 5+ years of management experience. 
• Requires mostly domestic travel up to 50% of the time.

Preferred Qualifications:

• 15+ years of healthcare related experience with a Bachelor’s degree (8 with Master's, 5 with PhD), including at least 5+ years in national account management, strategic partnership or business development, and 5+ years of management experience. 
• Demonstrated experience managing national accounts, especially IDNs or large healthcare systems within diagnostics, laboratory services, pathology or related sectors.
• Strong knowledge of healthcare contracting, procurement, integrated delivery networks, value‐based care, reimbursement and care delivery models.
• Excellent strategic thinking, business acumen, analytical and financial modelling skills.
• Strong relationship‐building and influencing skills—capable of engaging senior execs and navigating complex account structures.
• Exceptional leadership and management skills including demonstrated ability to influence without authority.
• Ability to access and successfully collaborate with various functional areas and matrixed organizational layers to motivate group action and obtain desired results.
• Advanced understanding of business strategies, company goals, industry and competitive landscape 
• This position requires innovation, creativity, and diligence. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. Reporting to the Head of National Accounts, this position is a national role, (covering entire US) customer-facing professional with experience working in a matrixed environment.
• Experience in Executive and Business-to-Business selling experience.
• Established relationships with major national IDNs, health systems and/or their procurement/lab leadership
• Experience in Oncology and/or Diagnostics
• Experience in niche market and hyper-competitive environments
• Experience in overly complex sales/distribution/reimbursement channels
• Advanced analytics experience (utilization, ROI, value proposition modelling) and ability to present business cases to senior leadership.
• Analytical Thinker: someone with excellent current knowledge that can anticipate future trends and consequences and create competitive account specific strategic plans.
• Outstanding oral, written, and group communication skills.
• Strong negotiation and facilitation skills
• Excellent selling and presentation skills
• Execution & results orientation: Drives accountability, monitors KPIs, adjusts course to achieve goals.
• Collaboration & influence: Works well across functions, leads teams, influences without direct authority.
• Communication: Clear, persuasive presenter; able to articulate value propositions and business cases.
• Adaptability & proactivity: Operates effectively in fast‐changing healthcare environment; anticipates trends and acts.
• Client-driven; Able to establish and develop relationships, deliver presentations, and diplomatically resolve issues. 

The expected salary range for this position based on the primary location of Remote is  $203,520 – $254,400 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

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