East Area Sales Director

Naveris•Waltham, MA

About The Position

At Naveris, we are entering a pivotal phase of growth. In 2026, we will significantly expand our national sales organization—adding headcount, realigning territories, deepening clinical adoption, and raising the bar on execution across the field. The Area Director (AD) is a senior commercial leadership role with full accountability for scaling performance, talent, and operating discipline across a growing, multi-state region. This role requires a leader with deep oncology diagnostics experience, proven success leading teams through expansion and change, and the ability to drive adoption across multidisciplinary oncology care teams, including Otolaryngology (Head & Neck Surgeons), Medical Oncology, Radiation Oncology, and Colorectal Surgeons. Area Directors at Naveris are expected to operate as enterprise leaders, owning results, developing people, enforcing standards, and serving as a direct extension of the national commercial strategy.

Requirements

Bachelor’s degree required; advanced degree preferred
8+ years of experience in oncology and diagnostics sales
3+ years of direct people leadership experience managing field sales teams
Demonstrated experience working with ENT / Head & Neck Surgery, Medical Oncology, Radiation Oncology, and/or Colorectal Surgery
Proven success leading teams through growth, expansion, and change
Strong coaching mindset with a documented track record of developing high-performing sellers
Operationally rigorous, data-driven, and comfortable managing complexity
Willingness to travel extensively within the region (50–70%)
Health Insurance Portability and Accountability Act (HIPAA) is a federal law that describes the national standards to protect sensitive patient health information from being disclosed without the patient’s consent or knowledge. All roles at Naveris require compliance with legal and regulatory requirements of HIPAA and acceptance and adherence to all policies and standards at Naveris. Personnel acknowledges they are personally responsible for reporting any suspected violations or abuse and are required to complete HIPAA training when joining the company.

Responsibilities

Own regional performance and accountability across a growing sales organization
Translate national strategy into clear regional priorities, execution plans, and expectations
Drive disciplined execution through regular performance reviews, pipeline inspection, and forecast rigor
Ensure consistent adoption of selling best practices across both legacy and newly onboarded representatives
Lead teams selling a complex oncology diagnostic into Otolaryngologists (Head & Neck Surgeons), Medical Oncologists, Radiation Oncologists, and Colorectal Surgeons across academic and community settings
Set the standard for sales excellence by modeling strong selling skills, deep clinical acumen, and effective engagement with KOLs and multidisciplinary HCP stakeholders; serve as a visible example of what “good” and “excellent” look like in the field
Demonstrate expert-level understanding of the oncology macroenvironment, including tumor boards, multidisciplinary care teams, referral pathways, and institutional decision-making dynamics
Coach and enable sales representatives on navigating tumor boards, care pathways, and multidisciplinary clinical conversations with confidence and credibility
Leverage advanced sales analytics and CRM platforms (e.g., SFDC, Tableau) to partner with the sales team in identifying major and incremental growth opportunities within accounts and Centers of Excellence
Ensure strong clinical fluency and compliant positioning of NavDx®, aligning messaging with evolving standards of care and cross-functional stakeholder needs
Spend meaningful time in the field coaching through live customer interactions
Deliver timely written field summaries following field visits to reinforce expectations, strengths, gaps, and action plans
Set clear performance standards and address underperformance decisively and constructively
Develop and execute Individual Development Plans (IDPs) aligned to both near-term results and long-term growth
Identify, develop, and retain top talent as the organization scales
Play an active role in hiring, onboarding, and ramping up new sales representatives
Build bench strength and succession plans for future leadership roles
Partner with Sales Training to reinforce onboarding, advanced training, and ongoing skill development
Partner closely with Commercial Operations, Sales Training, Marketing, Medical Affairs, Market Access, Business Operations, and Human Resources
Provide structured, data-driven feedback from the field to inform strategy, prioritization, and resource allocation
Represent regional insights and performance in leadership forums with clarity and credibility
Ensure best-in-class CRM (Salesforce) usage, call documentation, and pipeline hygiene
Drive forecast accuracy and proactive risk identification
Reinforce standardized processes as the organization scales, without slowing execution
Promote consistent compliance with internal standards and operating guidelines to enable efficient, scalable growth