Foundation Medicine · 17 hours ago
National Account Director, Group Purchasing Organizations
United States
Full-time
Remote
Director/Executive
$204K/yr - $254K/yr
12+ years expFoundation Medicine is seeking a National Account Director for Group Purchasing Organizations. This role is responsible for strategic engagement and business development with GPOs, leading commercial relationships, developing national-level account strategies, and driving diagnostic test adoption and revenue growth.
BiotechnologyGeneticsHealth CareMedical
Responsibilities
Build strong and collaborative relationships with assigned accounts
Lead and develop strategy, major initiatives/key accounts and/or business area with significant sphere of influence and impact on organizational success
Develop and execute channel specific strategies and tactics for assigned National GPOs that achieve corporate objectives for this sector and align with the overall strategy
Uses data and trends to shape broad business and financial strategies
Supports senior executives in shaping enterprise strategy
Exert enterprise-wide, strategic, and significant external influence; building long-term alliances for FMI
Share expert knowledge and/or voice of customer across the business area and enterprise
Collaborate closely with multiple internal stakeholders i.e. Field Sales, Marketing, Medical Affairs, Payer, Health Outcomes Payer Policy, and Commercial Operations to optimize program objectives and analyses and monitors payer/provider segment data to identify critical trends, measure key performance indicators and determine potential gaps and opportunities
Identify, prioritize and pursue growth opportunities (new business, expansions, value-based contracts) across the diagnostic product/services portfolio
Build, nurture, and maintain executive-level relationships within GPOs, IDNs and member institutions
Lead contract negotiations and pricing strategies for diagnostic services/platforms with GPOs and strategic customers
Partner with internal stakeholders (commercial sales teams, marketing, reimbursement/market access, operations, medical affairs, legal/compliance) to ensure seamless execution of engagement strategies and contractual obligations
Serve as the voice of the customer internally collecting market intelligence, tracking healthcare/dx trends (e.g., reimbursement, value-based care, internalization) and translating these into actionable plans
Monitor account performance metrics (utilization, revenue, margin, customer satisfaction), analyze insights and adjust tactics accordingly
Lead multi-functional project teams to coordinate implementation, pull-through, field activation and account-specific programs
Represent the company at industry conferences, trade shows, GPO forums and customer meetings to build brand presence, thought leadership and pipeline
Collaboratively work with the National Accounts Team to optimize customer relationships and maximize opportunities
Comply with all company policies and procedures
Other duties as assigned
Qualification
Required
Requires 12+ years of healthcare related experience with a Bachelor's degree (8 with Master's, 5 with PhD), including at least 5 years in national account management, strategic partnership or business development, and 5+ years of management experience
Requires mostly domestic travel up to 50% of the time
Preferred
15+ years of healthcare related experience with a Bachelor's degree (8 with Master's, 5 with PhD), including at least 5+ years in national account management, strategic partnership or business development, and 5+ years of management experience
Demonstrated experience managing national accounts, especially GPOs, IDNs or large healthcare systems within diagnostics, laboratory services, pathology, or related sectors
Strong knowledge of healthcare contracting, procurement, integrated delivery networks, value‐based care, reimbursement and care delivery models
Proven track record of negotiating and managing contracts with GPOs or large customers and delivering growth metrics
Excellent strategic thinking, business acumen, analytical and financial modelling skills
Strong relationship‐building and influencing skills—capable of engaging senior execs and navigating complex account structures
Exceptional leadership and management skills including demonstrated ability to influence without authority
Ability to access and successfully collaborate with various functional areas and matrixed organizational layers to motivate group action and obtain desired results
Advanced understanding of business strategies, company goals, industry and competitive landscape
This position requires innovation, creativity, and diligence. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. Reporting to the Head of National Accounts, this position is a national role, (covering entire US) customer-facing professional with experience working in a matrixed environment
Established relationships with major national GPOs
Experience in Oncology and/or Diagnostics
Advanced analytics experience (utilization, ROI, value proposition modelling) and ability to present business cases to senior leadership
Analytical Thinker: someone with excellent current knowledge that can anticipate future trends and consequences and create competitive account specific strategic plans
Outstanding oral, written, and group communication skills
Strong negotiation and facilitation skills
Execution & results orientation: Drives accountability, monitors KPIs, adjusts course to achieve goals
Collaboration & influence: Works well across functions, leads teams, influences without direct authority
Communication: Clear, persuasive presenter; able to articulate value propositions and business cases
Adaptability & proactivity: Operates effectively in fast‐changing healthcare environment; anticipates trends and acts
Client-driven; Able to establish and develop relationships, deliver presentations, and diplomatically resolve issues
Benefits
A discretionary annual bonus may be available based on individual and Company performance.
This position also qualifies for Foundation Medicine's benefits.
Company
Foundation Medicine
Foundation medicine is a molecular information company developing clinical diagnostic tests that facilitates personalized cancer therapies.
1001-5000 employees
H1B Sponsorship
Foundation Medicine has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (26)
2024 (41)
2023 (30)
2022 (36)
2021 (41)
2020 (45)
Funding
Current Stage
Public CompanyTotal Funding
$96.5MKey Investors
Kleiner Perkins
2015-01-12Acquired
2013-09-25IPO
2013-01-08Series B· $13.5M
Leadership Team
Daniel Malarek
Chief Executive Officer
David Fabrizio
VP, Commercial Strategy and Medical Innovation
Recent News
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