We're seeking a Director of Strategic Accounts to develop the US market and grow profitable sales in their assigned territory. The Director of Strategic Accounts is responsible for developing and maintaining strong relationships with key opinion leaders, decision-makers, laboratory personnel, and physicians in targeted hospitals, laboratories, and Oncology centers.

 

A successful Director of Strategic Accounts will focus on growing profitable sales and achieving overall sales objectives as well as other defined performance metrics. The Director of Strategic Accounts is responsible for driving growth by acquiring new business and expanding the companies footprint in the molecular diagnostics market within their assigned territory.

 

Scope
• The Director of Strategic Accounts is part of the US sales organization.
• The Director of Strategic Accounts is an individual contributor role with cross functional leadership.
• The Director of Strategic Accounts has no direct reports.
• The reporting line is as per the published organization chart, currently reporting to the VP-US Commercial
• The role is field-based (75%)

 

Accountabilities 
• Monitor sales performance and devise corrective action plans where necessary.
• Actively follow up on business leads.
• Maintain Strategic Account plans to maximize business at current and prospective accounts.
• Meet and exceed projected sales targets.
• Develop innovative proposals and deliver strategic sales presentations.

• Drive sales growth, primarily through the following three vectors:
• New client acquisition
• Existing client menu expansion
• Existing client demand generation
• Drive market penetration, new customer acquisition and demand among prospective clients, most notably:
• NCI cancer institutions
• IDN’s
• Tier 1 Hospitals
• High Complexity CLIA Laboratories

 

Relationship Development
• Identify and establish relationships with key stakeholders within both Oncology and Pathology departments at current and prospective  clients, including healthcare providers.
• Increase the exposure of company by targeting decision makers (C-suite and leadership teams) of system headquarters for AMC, IDNs, regional reference labs and larger Regional Health Systems and clinicians.
• Coordinate and grow a network of KOL’s to support the company's commercialization efforts in US and coordinate interaction between this group and different company functions.

 

Business Planning, Pipeline Development, Forecasting
• Develop, maintain, and implement business development plans to achieve market growth targets.
• Keep all customer records accurate and up to date using the Company CRM.
• Generate new business leads and prospect effectively to generate new business opportunities and record appropriately within CRM.
• Manage and maintain opportunity funnel appropriately within CRM.
• Participate in industry conferences, trade shows, and networking events to promote the company's diagnostic solutions if/where required.
• Achievement of key sales KPIs set by management.
• Achievement of forecast accuracy of 90%.

 

Market Analysis and Strategy Development
• Analyze market data to develop insights and actionable strategies for market penetration and expansion.
• Collaborate with sales and marketing teams to create and execute go-to-market strategies for new and existing diagnostic products.
• Develop compelling value propositions and messaging for prospective clients and menu expansion.

 

Principal Relationships 
Global commercial organization
Customer Support team
GSP team
Senior leadership team
Marketing and product management teams
Regulatory team

Hospitals
IDNs
NCI Cancer Centers
Clinicians and KOLs
Clinical Staff
Labs
Pathologists
Laboratory Staff

• Identify potential market segments and evaluate their growth potential and alignment with company objectives.
• Become knowledgeable with NCCN guidelines and develop consultative sales relationship
with clients.

Collaboration and Coordination
• Engage with other Directors of Strategic Accounts and other internal stakeholders to meet common team goals and objectives.
• Collaborate with cross-functional teams, including marketing, sales, GSP and regulatory affairs, to align market development efforts with overall company strategy.
• Coordinate with marketing teams to develop marketing materials, campaigns, and promotional activities.
• Work with regulatory affairs to ensure compliance with industry regulations and standards.
• Attend Sales Meetings.
• Identify and attend local trade exhibitions, targeting those with those of highest value.