The Area Director is a strategic sales leader responsible for driving the adoption of our precision medicine suite-Treatment Selection, MRD, and Hereditary Cancer Testing. This role will be a player/coach position and you will lead a team of 2-4 Enterprise Solutions Directors to navigate complex health system structures while personally managing 1-2 top growth accounts. Your success is measured by the team's ability to embed our solutions into the clinical workflow, ensuring deep technical connectivity and sustained physician engagement.
Key Responsibilities1. Strategic Leadership & Team Development
- Talent Cultivation: Recruit and lead a team of 2-4 Enterprise Solutions Directors (ESDs), utilizing "field ride-alongs" to sharpen their ability to sell to Oncology, Pathology, and Surgical leadership.
- Clinical Sales Strategy: Develop regional territory plans focused on high-volume health systems and large clinical groups, moving the team from a transactional mindset to a "clinical ecosystem" partnership.
- Consultative Excellence: Train the team to drive connectivity conversations, positioning EHR integration as the primary driver for clinical efficiency and patient volume.
2. Top-Down Strategy & Account Governance
- Precision Medicine Implementation: Execute regional strategies for the standardized adoption of diagnostics across Treatment Selection, MRD, and Hereditary Cancer.
- Quarterly Steering Committees: Drive ESDs to run a mandatory cadence of Executive Steering Committee meetings with leadership and key clinical decision-makers to:
- Review clinical volume progress
- Align on long-term precision medicine strategy and EHR roadmap updates
- Proactively identify and mitigate risks
- Identify opportunities for research and AI applications
- KOL Engagement: Support the team in cultivating relationships with Key Opinion Leaders (KOLs) across disease areas to advocate for the integration of our testing into institutional clinical pathways and protocols.
3. ESD Operational Excellence: Volume & Engagement
- Portfolio-Wide Performance: Track ESD performance across all regional sites, ensuring the team is driving growth across all three testing areas (Treatment Selection, MRD, and Hereditary).
- Physician Engagement Analytics: Monitor site-level utilization data to identify "high-potential" providers and coach the team on targeted clinical engagement strategies to increase ordering depth.
- Connectivity Health: Audit the health of EHR integrations at each site, ensuring that digital connectivity is stable and effectively removing friction for the clinical staff.
- Reporting: Provide senior leadership with visibility into site-level health, focusing on test-mix parity, engagement depth, and volume.
4. Cross-Functional Collaboration
- GTM Synergy: Partner with sales leaders in all three verticals to identify overarching sales strategy for each account to drive and ensure collaboration.
- Implementation Liaison: Act as the primary escalation point for the team, coordinating with internal teams and leadership to unblock barriers to the teams success.
Qualifications- Education & Experience:
- Advanced degree in Life Sciences (MD, PhD, PharmD, or equivalent) preferred.
- Minimum of 8+ years of experience in the healthcare or pharmaceutical industry, with at least 5 years in a leadership role focused on precision medicine, clinical affairs, or oncology.
- Demonstrated experience in leading cross-functional teams and driving strategic initiatives within the precision medicine or related healthcare sectors.
- In-depth knowledge of genomic technologies and personalized medicine approaches, as well as a strong understanding of the oncology, hematology, or immunology landscape.
- Skills & Competencies:
- Strong leadership skills with the ability to inspire and manage teams in a dynamic, fast-paced environment.
- Excellent communication, negotiation, and interpersonal skills, with the ability to engage and influence key stakeholders across various functions and levels.
- Expertise in market analysis, strategic planning, and execution of large-scale initiatives.
- Proven track record of driving business growth and expanding market share in precision medicine or related healthcare solutions.
- Travel Requirements:
- Willingness to travel up to 50% of the time within the designated area or region.
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