Director- Strategic Accounts-Arizona-New Mexico
Caris Life Sciences
9 hours ago
On-site
New Mexico, United States
Sales
Key Responsibilities
- Develop and execute territory-level and account-specific business plans to drive sustainable test volume growth.
- Lead new account acquisition across pathology practices, hospital laboratories, oncology clinics, and integrated delivery networks.
- Expand utilization of Caris’ molecular profiling, NGS, and precision oncology solutions within existing strategic accounts.
- Conduct Quarterly Business Reviews (QBRs) to assess performance, utilization trends, and future growth opportunities.
- Analyze account- and territory-level data to identify barriers, growth opportunities, and productivity improvements.
- Sell oncology diagnostics and services to pathology, laboratory, and hospital stakeholders.
- Prospect, position, and close new business while ensuring strong post-sale adoption and retention.
- Navigate payer, billing, and reimbursement dynamics to support physician and hospital decision-making.
- Maintain deep knowledge of competitive products, technology platforms, and market dynamics.
- Meet or exceed assigned revenue, volume, and growth targets.
- Serve as primary project owner for onboarding, workflow optimization, EMR integrations, and service enhancements.
- Coordinate cross-functional execution across Operations, Client Services, Laboratory, Medical Affairs, and IT.
- Track project timelines, deliverables, and outcomes using CRM and project management tools.
- Develop dashboards/scorecards to measure case growth, turnaround time improvements, issue resolution, and account productivity.
- Proactively identify and resolve operational challenges impacting customer experience.
- Mentor Account Managers and Molecular Oncology Specialists; align team efforts to account strategies and regional priorities.
- Provide market intelligence, competitive insights, and customer feedback to senior leadership.
- Partner with marketing/analytics teams on customized reporting and value-based presentations.
- Establish executive-level relationships with pathologists, laboratory directors, oncologists, administrators, and hospital leadership.
- Lead customer presentations/education on technology, clinical value, and differentiators.
- Support physicians with test ordering complexity, result interpretation, and QC considerations (including access to PHI when required).
- Engage hospital billing teams for claim follow-up and payment resolution as appropriate.
- Ensure high account satisfaction, retention, and long-term partnership.
Required Qualifications
- Bachelor’s degree (life sciences, business, or related field).
- 5–7+ years of successful oncology diagnostics or precision medicine sales experience.
- Deep knowledge of tumor profiling, molecular diagnostics, oncology workflows, and pathology/lab environments.
- Proven ability to drive new business and grow complex strategic accounts.
- Strong understanding of billing, reimbursement, and payer dynamics.
- Demonstrated success working in a matrixed, cross-functional organization.
- Proficiency with CRM (Salesforce), reporting tools, and Microsoft Office.
- Willingness to travel (~50% field-based).
Preferred Qualifications
- MBA or advanced degree.
- Prior leadership or mentoring experience.
- PMP or formal project management training.
- Established regional relationships with pathology and hospital systems.
Physical Demands
- Ability to sit or stand for extended periods.
- Ability to lift routine office materials.
Additional Information
- Travel required, including possible evenings, weekends, or holidays.
Conditions of Employment
- Successful completion of pre-employment process including criminal background check, drug screening, credit check (for applicable positions), and reference verification.
- Develop and execute territory-level and account-specific business plans to drive sustainable test volume growth.
- Lead new account acquisition across pathology practices, hospital laboratories, oncology clinics, and integrated delivery networks.
- Expand utilization of Caris’ molecular profiling, NGS, and precision oncology solutions within existing strategic accounts.
- Conduct Quarterly Business Reviews (QBRs) to assess performance, utilization trends, and future growth opportunities.
- Analyze account- and territory-level data to identify barriers, growth opportunities, and productivity improvements.
- Sell oncology diagnostics and services to pathology, laboratory, and hospital stakeholders.
- Prospect, position, and close new business while ensuring strong post-sale adoption and retention.
- Navigate payer, billing, and reimbursement dynamics to support physician and hospital decision-making.
- Maintain deep knowledge of competitive products, technology platforms, and market dynamics.
- Meet or exceed assigned revenue, volume, and growth targets.
- Serve as primary project owner for onboarding, workflow optimization, EMR integrations, and service enhancements.
- Coordinate cross-functional execution across Operations, Client Services, Laboratory, Medical Affairs, and IT.
- Track project timelines, deliverables, and outcomes using CRM and project management tools.
- Develop dashboards/scorecards to measure case growth, turnaround time improvements, issue resolution, and account productivity.
- Proactively identify and resolve operational challenges impacting customer experience.
- Mentor Account Managers and Molecular Oncology Specialists; align team efforts to account strategies and regional priorities.
- Provide market intelligence, competitive insights, and customer feedback to senior leadership.
- Partner with marketing/analytics teams on customized reporting and value-based presentations.
- Establish executive-level relationships with pathologists, laboratory directors, oncologists, administrators, and hospital leadership.
- Lead customer presentations/education on technology, clinical value, and differentiators.
- Support physicians with test ordering complexity, result interpretation, and QC considerations (including access to PHI when required).
- Engage hospital billing teams for claim follow-up and payment resolution as appropriate.
- Ensure high account satisfaction, retention, and long-term partnership.
Required Qualifications
- Bachelor’s degree (life sciences, business, or related field).
- 5–7+ years of successful oncology diagnostics or precision medicine sales experience.
- Deep knowledge of tumor profiling, molecular diagnostics, oncology workflows, and pathology/lab environments.
- Proven ability to drive new business and grow complex strategic accounts.
- Strong understanding of billing, reimbursement, and payer dynamics.
- Demonstrated success working in a matrixed, cross-functional organization.
- Proficiency with CRM (Salesforce), reporting tools, and Microsoft Office.
- Willingness to travel (~50% field-based).
Preferred Qualifications
- MBA or advanced degree.
- Prior leadership or mentoring experience.
- PMP or formal project management training.
- Established regional relationships with pathology and hospital systems.
Physical Demands
- Ability to sit or stand for extended periods.
- Ability to lift routine office materials.
Additional Information
- Travel required, including possible evenings, weekends, or holidays.
Conditions of Employment
- Successful completion of pre-employment process including criminal background check, drug screening, credit check (for applicable positions), and reference verification.