Director – Federal Accounts, Urology

Job Description:

• Develop and execute federal account business plans aligned to Veterans Affairs Medical Centers (VAMCs), Veterans Integrated Service Networks (VISNs), Military Treatment Facilities (MTFs), and Defense Health Agency (DHA) networks to drive sustainable test volume growth.
• Lead new account acquisition and expansion across targeted federal facilities and networks.
• Expand utilization of Caris molecular profiling, next-generation sequencing (NGS), and precision oncology solutions within assigned federal strategic accounts.
• Conduct Quarterly Business Reviews (QBRs) with federal stakeholders to assess performance, utilization trends, and enterprise growth opportunities.
• Analyze account- and territory-level data to identify barriers, growth opportunities, and productivity improvements.
• Develop and execute urology specialty growth strategies across health systems, urology groups, and integrated delivery networks.
• Expand adoption across urologic oncology pathways, including prostate, bladder, and kidney cancers, within multidisciplinary care teams.
• Deliver urology-specific value messaging and education aligned to clinical evidence and practice needs.
• Sell Caris oncology diagnostics and services to pathology, laboratory, oncology, and urology stakeholders within federal and enterprise accounts.
• Prospect, position, and close new business while ensuring strong post-sale adoption, utilization, and long-term retention.
• Serve as the primary project owner for strategic initiatives, including account onboarding, workflow optimization, EMR/LIS integrations, and service enhancements.
• Track project timelines, deliverables, and outcomes using CRM and project management tools.
• Establish and maintain strong relationships with pathologists, laboratory directors, urologists, uro-oncologists, oncologists, administrators, and hospital leadership.

Requirements:

• Bachelor’s degree in life sciences, business, or a related field.
• Minimum of 7 years of experience in oncology diagnostics, molecular diagnostics, precision medicine, or complex healthcare sales.
• Deep knowledge of tumor profiling, molecular diagnostics, oncology workflows, and pathology/laboratory environments.
• Demonstrated success growing complex strategic accounts and driving enterprise adoption across multiple stakeholders.
• Strong understanding of billing, reimbursement, and payer dynamics.
• Proven ability to operate effectively in a matrixed, cross-functional organization.
• Proficiency with CRM systems (e.g., Salesforce), reporting tools, and Microsoft Office Suite.
• Ability to successfully complete pre-employment processes, including background check, drug screening, and reference check.
• Willingness and ability to travel approximately 50%.

Benefits:

• Highly competitive and inclusive medical, dental and vision coverage options
• Health Savings Account for medical expenses and dependent care expenses
• Flexible Spending Account to pay for certain out-of-pocket expenses
• Paid time off, including: vacation, sick time and holidays
• 401k match and Financial Planning tools
• LTD and STD insurance coverages, as well as voluntary benefit options
• Employee Assistance Program
• Pet Insurance
• Legal Assistance
• Tuition Assistance

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