Director of National Accounts

Director, Strategic Account Management – Diagnostics

Position Summary

The Director, Strategic Account Management is responsible for leading strategic engagement with U.S. regional health systems (IDNs) in the mid-market segment. This role represents the full diagnostics product portfolio and leads a multi-functional matrix team including sales, strategic accounts, clinical services, customer care, supply chain, marketing, medical affairs, and quality to align customer goals with organizational growth objectives.

The Director is accountable for developing and executing strategic business plans, building and maintaining executive-level relationships, and delivering on key performance metrics, including revenue growth, customer satisfaction, and profitability.

Key Responsibilities

Business Development & Strategy

• Drive high-value initiatives to achieve revenue, margin, and growth targets.

• Act as the account leader across assigned health system customers.

• Develop and execute enterprise-level strategies aligned with customer goals and market opportunities.

• Identify, lead, and close enterprise opportunities by leveraging the full diagnostics portfolio.

• Present innovative ideas and solutions to C-suite and senior executives to co-create value.

• Monitor competitive dynamics and proactively adapt account strategies.

Customer Relationship Management

• Expand and deepen relationships with executive and enterprise-level decision makers.

• Develop joint business plans with health systems to align long-term objectives.

• Serve as the primary point of accountability for customer satisfaction, growth, and issue resolution.

• Establish processes for executive-level planning, performance measurement, and communication.

Cross-Functional Leadership

• Lead a coordinated matrix team to deliver seamless account management.

• Collaborate across internal stakeholders, including supply chain, R&D, quality, and marketing, to support customer needs.

• Ensure effective project planning, alignment of priorities, and timely execution.

• Foster a culture of collaboration, accountability, and results within the account team.

Skills and Competencies

• Results-Oriented : Proven ability to lead account growth initiatives and deliver measurable outcomes.

• Strategic Thinker : Strong problem-solving, business planning, and long-cycle sales strategy experience.

• Executive Relationship Builder : Ability to gain access to and influence enterprise-level decision makers.

• Healthcare Expertise : Knowledge of diagnostic workflows, health system operations, and industry trends.

• Collaborative Leader : Skilled in managing cross-functional teams in complex, matrixed environments.

• Negotiator : Success in structuring and finalizing complex agreements with large healthcare organizations.

Qualifications

• Bachelor’s degree required; advanced degree preferred.

• 7+ years of experience in healthcare sales, marketing, or strategic account management.

• 5+ years managing large, strategic accounts within IDNs or health systems.

• Proven success in C-suite engagement and consultative solution selling.

• Experience in negotiating complex, multi-stakeholder agreements.

• Strong track record of revenue growth and business development success.

• Background in diagnostics or broader healthcare solutions strongly preferred.

• Experience in leading teams within a matrixed organizational structure.

• Excellent communication, influence, and project management skills.

• Ability to travel up to 50%.

Why Join

This role offers the opportunity to shape strategic relationships with leading health systems and impact the future of diagnostics. You will work with a diverse team of professionals, contribute to meaningful solutions that improve healthcare outcomes, and develop innovative partnerships that drive business growth.