- 12+ years of commercial experience in diagnostics, life sciences, or healthcare, including 7+ years in strategic or enterprise account management with a record of new-logo wins.
- Proven success selling molecular or oncology diagnostics, genomic testing, or laboratory instrumentation to health systems, community practices, academic centers, or reference laboratories.
- Experience managing long, multi-stakeholder sales cycles and complex contracts.
- Preferred: Established relationships within IDNs, community oncology networks, academic centers, or national laboratories.
- Preferred: Experience with PCR, NGS, or point-of-need molecular testing platforms.
- Preferred: Experience leading commercial teams in a matrixed environment.
- Bachelor’s degree in life sciences, business, or a related field is required.
- Advanced degree (MS, PhD, MBA, or MD) is preferred.
About the role
The National Accounts Director is a senior commercial leader responsible for new-customer acquisition across four strategic segments: integrated delivery networks (IDNs), large community oncology practices, NCI-designated cancer centers, and national service laboratories. This is a hunter role. You will build multi-year account strategies, engage executive and clinical leaders, navigate complex buying decisions, and expand Idylla adoption within each account to maximize revenue.
You will partner closely with Field Sales, Medical and Scientific Affairs, Market Access, Marketing, Customer Support, Finance, and Global Strategic Partnerships (GSP).
Accountabilities
The role includes, but is not limited to, the following accountabilities and responsibilities:
Strategic focus areas
Integrated delivery networks (IDNs)
- Sign large health systems as customers and, working closely with territory account managers, expand the Idylla footprint across their hospitals, with priority on sites that have on-site pathology services.
- Map each system’s hospitals, pathology and molecular labs, and system-level decision makers across clinical, laboratory, supply chain, and finance.
- Win system-level agreements, then drive site-by-site rollout to maximize placements and test volume.
- Build business cases that show clinical value, faster turnaround, and in-house testing economics.
Community oncology practices
- Win large, high-volume community oncology practices and networks that are not tied to hospital systems.
- Engage practice leadership, medical directors, administrators, and pathology partners.
- Develop network-level agreements and onboarding programs that scale across sites.
- Address reimbursement, workflow, and lab-capability barriers specific to independent practices.
NCI-designated cancer centers
- Build institution-level partnerships with NCI-designated cancer centers, in close collaboration with the territory account managers who support these centers day to day.
- Engage cancer center, pathology, laboratory, and hospital leadership to establish institution-wide agreements that extend Idylla across departments and sites.
- Use cancer centers’ affiliate and outreach networks to reach the community hospitals and practices they serve.
- Partner with molecular pathologists, translational researchers, and key opinion leaders on evidence generation and research collaborations that support routine use.
- Use anchor-center relationships as reference sites to accelerate adoption elsewhere.
National service laboratories
- Build strategic relationships with for-profit national oncology laboratories that partner with health systems to deliver testing.
- Identify opportunities for validation, menu integration, and volume commitments.
- Negotiate commercial structures that align lab economics, turnaround-time advantages, and Biocartis growth objectives.
- Coordinate technical, regulatory, quality, and IT teams through implementation and go-live.
- Coordinate closely with Global Strategic Partnerships (GSP) on national laboratory relationships, so commercial and partnership discussions stay aligned.
Key responsibilities
- Win: Bring in new customers and own the revenue goal for the national accounts segment, from pipeline through close.
- Plan: Create 12–36 month account plans with clear targets, stakeholders, and milestones for each priority account.
- Engage: Build senior relationships with C-suite, laboratory directors, chief medical officers, pathology chairs, and procurement leaders.
- Negotiate: Lead complex negotiations, including master services, placement, and pricing agreements, with Legal and Finance.
- Coordinate: Orchestrate cross-functional teams to turn evaluations and validations into routine use.
- Inform: Share market, competitive, and customer insight to shape product, pricing, and go-to-market strategy.
- Report: Maintain accurate CRM forecasting and deliver regular business reviews to senior leadership.
- Represent: Represent Biocartis at key congresses and events, including ASCO, AMP, and ACLA.
- Lead: Coach national account managers and matrixed field resources as the team grows.
Success measures
- Progress against annual new-customer and revenue goals in each of the four segments.
- Pipeline coverage, conversion rates, and sales-cycle length.
- Sites and laboratories activated, and test-volume ramp after go-live.
- Depth of executive relationships and quality of account plans.
Our offering
Biocartis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.
Biocartis complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Biocartis in the U.S.