Director, National Accounts

Job Overview

The Director of National Accounts is responsible for leading company product portfolio adoption, revenue growth, and long term account value across national reference lab accounts. This role owns full responsibility for relationship-building with and total oversight and management of these accounts. Success in this role requires strong business acumen and the ability to influence complex and multi-layered stakeholder groups while delivering against revenue, margin, and compliance objectives.

The successful candidate will combine strategic account leadership with strong enterprise sales capabilities, financial and commercial acumen, and the ability to coordinate cross-functional initiatives. This individual will work closely with company Sales, Marketing, Product Management, Clinical, Operations, and other teams to align company capabilities with customer needs, thereby assuring successful execution of his/her account strategies.

Essential Duties & Responsibilities

Territory Strategy & Revenue Delivery

• Build & execute a comprehensive, multi-year account business plan and national accounts strategy to achieve revenue, growth, profitability targets within this segment, and account-specific strategies to drive product adoption.
• Own the commercial strategy & performance among key accounts; accountable for revenue growth, retention, and expansion.
• Identify & pursue opportunities to increase market penetration, expand product adoption, and grow business across customer sites, business units, service lines.
• Identify customer needs, unmet opportunities, competitive dynamics, and potential barriers to growth.
• Provide ample & routine account coverage across multiple levels within the organizations.
• Actively maintain accurate forecast to support leadership visibility and corporate business planning; conduct regular business reviews with key customers to assess performance, value realization, and future growth opportunities.

Customer Engagement & Clinical Support

• Build and maintain relationships with executive, clinical, laboratory, supply chain, and value analysis stakeholders across target accounts.
• Navigate complex/long sales cycle and decision‑making structures and position organization’s solutions by translating clinical, operational, and economic value into customer‑valued outcomes.
• Engage customers and key decision-makers through compelling sales calls, presentations, professional meetings, and industry events, and broker clinical interactions, as needed.
• Serve as a clinical, technical, and market resource traffic management to customers and internal stakeholders

Account & Contract Management

• Manage the full sales cycle from opportunity identification from initial contract discussions to implementation.
• Ensure proposed agreements are financially viable, compliant, and aligned with customer needs and company strategic objectives.
• Execute sales strategies aligned with approved budgets, pricing frameworks, and revenue objectives.

Cross‑Functional Collaboration & Execution

• Serve as the primary voice of the national account customer internally, advocating for solutions that drive mutual value and long‑term partnerships.
• Partner with the company’s Account Executive team, Client Operations, Marketing and Product Management, as well as Operations, Medical Affairs, Finance, Legal, and Compliance to execute integrated account strategies.
• Work collaboratively with field sales and other commercial teams to ensure alignment on account ownership, customer engagement, and growth opportunities.
• Support customer requests while coordinating internal resources to ensure timely issue resolution.

Planning, Governance & Professional Development

• Manage expenses in compliance with company policies and financial objectives.
• Maintain accurate CRM documentation, account plans, and opportunity records.
• Participate in ongoing professional development aligned with company performance objectives and competency expectations.

Required Qualifications

Key Competencies

• Excellent relationship-building acumen leveraged across multiple layers and hierarchy positions of the national accounts
• Excellent customer service skills and professional demeanor to interface effectively with all internal and external customers
• Critical thinking, using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
• Strong executive-level communication and presentation skills
• Creative, energetic, enthusiastic, and motivational disposition
• Adherence to strict confidentiality & HIPAA regulations

Education/Experience

• Bachelor’s Degree with 15 years of experience with significant progression in relationship‑building with national lab accounts and selling sophisticated clinical diagnostic products to national accounts.
• Demonstrated success managing complex enterprise customers and driving meaningful revenue growth, retention, and account expansion. Knowledge of budgeting and forecasting to support company revenue and expense objectives.
• Knowledge of the Clinical Lab industry and environment.
• Ability to effectively communicate across departments across the organization to support company, client, and sales objectives.