Director, Corp Accounts

POSITION SUMMARY:

As the Director of Corporate Accounts at Natera, you will be responsible for developing and executing a comprehensive sales strategy to manage large Private Practice OBGYN Groups and grow corporate/ private equity accounts. This role requires a seasoned leader with a proven track record in selling into the nation's largest women’s  health care organizations/ private equity groups. The successful candidate will demonstrate success in developing and implementing national and regional strategies, possess experience with C-Suite negotiations, exhibit strong business acumen, and have extensive experience with laboratory/ medical practice integrations and operations. Additionally, you will take ownership of key accounts while effectively managing and coaching a sales team.

PRIMARY RESPONSIBILITIES:

• Strategic Account Management and Growth:

  • Develop and execute strategic account plans to maximize growth from corporate clients.

  • Take ownership of key corporate accounts and build strong relationships with decision-makers.

  • Attend and participate in national large group private practice conferences such as USWHA, Unified All States, etc.

  • Ideate, develop and present strategies to drive standardization and integration within large groups

  • Drive adoption and utilization of educational tools such as Prenatal Ed and Neva 

  • Responsible for managing and developing new and existing business within some of the largest healthcare groups in women’s health and multi-specialty

  • Develop territory plans and participate in strategic and tactical planning.

  • Maintain an active key account list of corporate accounts, leadership, providers, and TAM as this segment continues to grow

  • Develop business plans based on sales goals, expectations, and available resources, coordinating regional strategies and tactics with Area and Regional Directors.

  • Allocate time as defined with senior leadership, in the field with AD’s, RD’s, and reps to provide direction and feedback to maximize potential collaboration opportunities.

• Strategic Planning:

  • Participate with senior management within relevant business units to establish strategic plans and objectives nationally.

  • Make final decisions on the implementation of national provider group strategies and ensure operational effectiveness.

  • Work cross functionally with internal teams (including marketing, finance, regulatory, sales ops, legal,etc) to launch new opportunities and manage all aspects of program operations

  • Utilize CRM tools to dissect client performance and critically evaluate areas of growth/risk

• Functional Strategy and Policies:

  • Effectively cascade ELT goals and/ or strategy to contribute to the development of growth within large accounts.

  • Accountable for corporate relationships that will heavily impact day-to-day functions within the lab and affect multiple department budgets.

  • Understand account goals, strategies, and issues and align Natera solutions for partnership.

• Management and Supervision::

  • Hire and manage 3 private equity National Account Managers

  • Recruit, mentor, and lead a high-performing sales team

  • Act as a player-coach, demonstrating leadership through both personal account ownership and team management.

  • Responsible for determining the sales leveling based on the size of the geographic area of responsibility, the significance of the industry or product segment, and other relevant factors (e.g., SNAM vs. NAM)

  • Effectively provide constructive feedback to sales professionals to help maximize their potential

  • Plan, design and implement national team growth needs based on maximum ROI.

  • Support sales professionals by providing guidance and career development.

  • Identify and ensure the team is regularly meeting with Group Leadership i.e. C-Suite, President, Medical Directors, Lab Directors, etc

QUALIFICATIONS:

• Proven success in a senior strategic sales or management role within genetics diagnostics.

• Extensive experience managing and growing corporate accounts.

• In-depth knowledge of genetics, molecular diagnostics, and laboratory industry regulations.

• Knowledge of Client Billing, Draw Agreements, Regulatory / complia