Senior Director, Health System Sales and Implementation

Summary

Join DELFI Diagnostics as the Sr Director of Health System Sales and Implementation to build and lead a team focused on driving successful health systems partnerships and optimizing implementation strategies for FirstLook Lung and the ASCEND program. You will generate sales pipeline, close new accounts, and lead customer account planning. Responsibilities include overseeing contract negotiations, developing key stakeholder relationships, and managing a team of Health Systems Partnership Executives. The role requires extensive experience in healthcare/biotechnology sales, strategic account management, and contract negotiation. The position is remote but requires up to 50% travel. You will be responsible for achieving commercial sales targets and developing a comprehensive strategy for health system targeting. This is a leadership role requiring proven people management experience and a consistent history of exceeding financial targets.

Requirements

• Bachelor's degree with 15+ years of healthcare/biotechnology sales experience at a senior level, concentrated in targeting health systems/IDNs; Masters preferred
• Minimum 5+ years of proven people management experience leading commercial teams
• Established relationships with C-suite decision makers in the healthcare ecosystem (e.g., health systems, payers)
• Extensive experience in strategic account management or alliance/partnership management, including developing and executing enterprise-level account strategies for major health systems
• AExperience developing and deploying unique programmatic/platform-centric approaches to unlock/enable growth with customers
• Demonstrated success in negotiating and securing complex, high-value contracts with health systems for product utilization and implementation
• Consistent history of exceeding financial targets and delivering measurable business impact at both regional and national levels
• Proven ability to drive organizational transformation and lead teams through periods of rapid growth and change

Responsibilities

• Generate pipeline and close new accounts to meet corporate goals, while executing strategic partnership initiatives that optimize revenue growth within health systems and key customer channels
• Lead customer account planning and solution tailoring to capitalize on high-impact opportunities, fostering relationships with clinical, quality, and financial decision-makers across the healthcare ecosystem
• Oversee contract negotiations and develop key stakeholder relationships while cultivating a culture of ownership and accountability within your team
• Lead and develop a team of Health Systems Partnership Executives, providing coaching, setting targets, and conducting performance reviews to drive individual and team success
• Direct the health systems implementation team, ensuring seamless coordination between sales and implementation functions while establishing metrics that drive customer satisfaction and maximize adoption rates
• Manage your own strategic territory while balancing leadership responsibilities, optimizing resource allocation across accounts and identifying opportunities for process improvement
• Design and deploy a strategic and tactical approach to promoting ASCEND (Accelerated Screening and Cancer Early Detection), a game changing program/platform in the lung cancer screening space
• Developed a strong, cohesive, and supportive team that works together to develop new health system opportunities and successfully implement them for DELFI [Insert Text]
• Deployed a comprehensive strategy for health system targeting and worked closely with the team to execute on achieving new contracting goals with high quality health systems
• Gained partnership with 3+ new health systems to pilot ASCEND
• Achieved all commercial sales targets for 2025 with an eye on growth into 2026

Benefits

$245,000 - $280,000 a year