Director, National Accounts

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Spearhead the adoption of the company’s product portfolio, driving revenue growth and enhancing long-term account value across national reference laboratory accounts such as Quest Diagnostics, Labcorp, and Sonic.

• Cultivate and manage relationships while overseeing national accounts comprehensively.

• Develop and implement multi-year business plans and strategies for national accounts.

• Propel revenue, growth, profitability, product adoption, customer retention, and account expansion initiatives.

• Identify customer requirements, untapped opportunities, competitive factors, and obstacles to growth.

• Ensure thorough account coverage across various organizational levels.

• Maintain precise forecasts and conduct regular business reviews with essential customers.

• Foster relationships with executive, clinical, laboratory, supply chain, and value analysis stakeholders.

• Navigate through complex and lengthy sales processes, translating clinical, operational, and economic value into advantageous customer outcomes.

• Connect with decision-makers through sales calls, presentations, professional meetings, and industry events.

• Facilitate clinical interactions as necessary, serving as a clinical, technical, and market expert.

• Oversee the entire sales cycle, from identifying opportunities and negotiating contracts to implementation.

• Ensure all agreements are financially sound, compliant, and in alignment with both customer and company objectives.

• Implement sales strategies that align with budgets, pricing structures, and revenue goals.

• Act as the primary internal representative for national account customers.

• Collaborate with Account Executives, Client Operations, Marketing, Product Management, Operations, Medical Affairs, Finance, Legal, and Compliance teams.

• Coordinate internal resources to promptly address customer concerns.

• Manage expenses while maintaining accurate CRM documentation, account plans, and opportunity records.

• Engage in ongoing professional development.

⛳️ Requirements

• Bachelor’s Degree with 15 years of progressively responsible experience in building relationships with national lab accounts and selling sophisticated clinical diagnostic products to these accounts.

• Proven track record of managing complex enterprise customers and driving significant revenue growth, retention, and account expansion.

• Understanding of budgeting and forecasting to meet company revenue and expense goals.

• Familiarity with the Clinical Lab industry and its operating environment.

• Capability to communicate effectively across departments to support company, client, and sales objectives.

• Exceptional relationship-building skills across various levels within national accounts.

• Outstanding customer service abilities and a professional demeanor.

• Strong critical thinking skills utilizing logic and reasoning.

• Proficient executive-level communication and presentation capabilities.

• Commitment to maintaining strict confidentiality and adhering to HIPAA regulations.

• Ability to sit, stand, and/or walk throughout the day.

• Proficient in operating a computer and multitasking across software communication and data entry applications while using a telephone for extended periods.

• Capability to drive safely and travel using various modes of transportation.

• Valid driver’s license in good standing with necessary insurance coverage.

• Frequent use of a personal vehicle, including travel for out-of-state visits.

• Willingness to work beyond standard business hours.

🏝️ Benefits

• 100% employer-covered medical insurance for single coverage effective on your hire date, and 50% coverage for spouse/dependent medical insurance.

• 100% employer-funded Dental & Vision coverage for the entire family.

• No cost for employee coverage for Group Term Life and Short & Long Term Disability insurance.

• 4% employer match on retirement contributions.

• Incentive Performance Plan.

• Stock Option Program.

• Commission for Sales Account Executives.

• Paid Family Leave Program.

• Employee Assistance Program (EAP), Flexible Spending Accounts (FSAs), Health Savings Accounts (HSA), and more.

• Generous Paid Time Off (PTO) plan and holiday program.

• Flexible work schedule.

• Attractive employee referral program.

• Convenient office location with newly designed workspaces.

• Complimentary coffee, snacks, and other refreshments available all day.

• Free parking for on-site employees.