Senior Director, WH Strategic Accounts

Summary

Join Natera as a Sr. Director of WH Strategic Accounts and lead a team of Hospital Regional Directors and Strategic Account Managers. You will develop and execute strategies to enhance relationships with key Women’s Health influencers, driving prenatal test volume and revenue growth. Responsibilities include building strong relationships with key stakeholders, leading a team, collaborating with internal sales teams, analyzing market trends, and monitoring account performance. The ideal candidate possesses a Bachelor's degree (MBA preferred), minimum 5 years of physician sales experience in diagnostic laboratories, and 5 years in strategic accounts or business development. A proven track record of managing large accounts and driving revenue growth is essential. Natera offers a competitive compensation package, including comprehensive benefits and opportunities for professional growth.

Requirements

• Bachelor’s degree or equivalent; MBA preferred
• Minimum 5 years physician sales experience in diagnostic laboratory business (preferably in a genetics laboratory)
• Minimum 5 years of experience in Strategic Accounts or Business Development, Major Account Management Sales Process – Miller Heiman, SPIN etc
• Proven track record of managing large, complex accounts and driving revenue growth
• Collaboration with Natera internal organizations – Customer Service, Marketing, Product, Medical, UX, IT, Analytics, Legal and Compliance
• Experience leading and developing high-performing teams
• Business Acumen – HealthSystem/Provider KPIs, Regulatory (CLIA, CAP, CMS) & Reimbursement (DRG, OPPS, PAMA, State Regs), Compliance (Stark, AntiKickback, AntiTrust) Customer external influencers, Market Trends etc
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Proven track record of success in developing new markets, launching new products and increasing revenue quickly
• The ability to effectively maneuver through complex situations, internal and external
• Exceptionally bright, flexible, self-motivated, and results oriented with strong interpersonal and analytical skills
• Ability to think strategically as well as execute tactically
• Must act with a sense of urgency
• Have a strong desire to work in a startup environment and must work independently with an internal drive to be successful
• Excellent organizational and communication skills (written and verbal) with demonstrated ability to effectively present to both internal and external customers
• Exceptional Leadership, communication and interpersonal with the ability to build relationships at all levels of an organization
• Effective Negotiation skills to drive towards win – win contracts and agreements for both Natera and Customer
• Strong analytical skills and the ability to interpret data to inform decision-making
• Effective time management skills required with a demonstrated ability to assess and prioritize
• Proficient in Microsoft PowerPoint and Excel; Gmail; Sales Force.com
• Excellent Coach and is coachable
• Team Oriented
• Excellent initiative and self-motivation
• 50% travel required

Responsibilities

• Develop and implement a comprehensive account strategy for key strategic accounts to achieve access to Natera Prenatal tests, drive Women’s Health unit volume and revenue growth through standardization protocols and account retention
• Build and maintain strong relationships with Women’s Health Service Line Leaders and clinical influencers in Health Systems and Private Equity Groups to identify growth opportunities and provide Natera’s solutions to key customer challenges
• Lead a team of strategic account managers to ensure exceptional service delivery and alignment with client goals
• Collaborate with field sales teams, medical sales liaisons, medical directors to drive prenatal test pull-thru, client success and improve offerings based on client feedback and customer insight
• Analyze market trends and competitive landscape to identify new opportunities for account growth
• Monitor account performance metrics and prepare regular business reviews for both the customer and Natera’s senior management, highlighting successes and areas for improvement
• Foster a culture of continuous improvement within the account management team, promoting best practices and innovative approaches to customer challenges, problems and issues

Preferred Qualifications

• Preferred 3 years successful sales management/consulting experience preferably in diagnostic laboratory business
• Market knowledge and experience in Women’s Health preferred

Benefits

• Comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents
• Natera employees and their immediate families receive free testing in addition to fertility care benefits
• Pregnancy and baby bonding leave
• 401k benefits
• Commuter benefits
• Generous employee referral program