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 / compliance Stark laws, Anti-KickBack, phlebotomy policies and procedures, Lab developed test (LDT) regulations

Minimum 8 years of experience in relevant roles.

Strong strategic thinking, decision-making, and problem-solving skills.

Excellent communication, negotiation, and interpersonal skills.

Bachelor’s degree; Master’s degree preferred.

Extensive experience with Electronic Medical Record (EMR) integrations.

Contracting negotiations, regulatory, and compliance experience.

Ability to travel as needed to meet with corporate clients

 

 

KNOWLEDGE, SKILLS, AND ABILITIES:

 

Ability to manage conflicting priorities effectively.

Collaborative experience with the executive leadership team.

Familiarity with CRM software, sales analytics tools, and emerging technologies in the genetics industry.

Ability to prioritize responsibilities in a fast-paced environment.

Demonstrated ability to multi-task and manage multiple initiatives with strong attention to detail.

Ability to handle pressure with deadline-oriented demands.

Ability to work independently to meet objectives.

Work on complex issues where problems are not clearly defined, especially in complex infrastructural environments while meeting needs internally and externally

Translate business unit strategy into functional plans and guide execution.

Ability to work on complex tasks with general direction and minimal guidance.

Participate in the corporate development of methods, techniques, and evaluation criteria for projects and programs.

Capable in meeting budgeting expectations and schedules across many different departments.

Play a critical role in the success of the organization

 

PHYSICAL DEMANDS & WORK ENVIRONMENT:

 

This position requires the ability to use a computer keyboard, communicate over the telephone, and read printed material.  

May be required to work extended hours for special business needs.

 

Travel required for this position:

 

No   ☐  or Yes   ☒ :  50% travel required under normal market conditions.   

The pay range is listed and actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.San Carlos, CA $157,600—$197,000 USD

OUR OPPORTUNITY

Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.

The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.

WHAT WE OFFER

Competitive Benefits - Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!

For more information, visit www.natera.com.

Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.

All qualified applicants are encouraged to apply, and will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.

If you are based in California, we encourage you to read this important information for California residents. 

Link: https://www.natera.com/notice-of-data-collection-california-residents/

Please be advised that Natera will reach out to candidates with a @natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.

For more information:
- BBB announcement on job scams 
- FBI Cyber Crime resource page