Regional Director, Health Systems - West

PROMETHEUS LABORATORIES INC• US,

33d•$175,000 - $245,000•Remote

About The Position

Prometheus Laboratories is a forward-thinking clinical diagnostics company that is disrupting the treatment paradigm of GI and other autoimmune diseases by discovering and developing first-of-their kind precision-based diagnostic testing solutions that meaningfully impact patients’ care throughout their individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, & therapeutic selection through disease monitoring, the Prometheus suite of tests is purpose-built to take the guess work out of critical patient care needs. Our ambition is to expand our team with like-minded leaders with shared passion and dedication for transforming the future of precision-guided patient care, including our planned launch of new clinical decision support tests over the next several years. SUMMARY The Regional Director, Health Systems is a critical individual contributor role empowered to increase sales revenue and profitability. This individual will be responsible for developing and executing strategies and plans to secure access and utilization of Prometheus' products and services in assigned geography and accounts, including hospitals, health systems, IDN and regional/general reference labs. The Regional Director, Health Systems develops productive relationships with decision-maker contacts including the C-Suite, Laboratory Directors and Management, Revenue Cycle functions, physician group practices, Key Opinion Leaders, individual product champions, advocates and other influencers. The ideal candidate has deep experience in clinical laboratory sales, including a track record of success in establishing health system agreements and creating markets for novel Laboratory Developed Tests.

Requirements

Position requires a bachelor’s degree (B.A.) from four-year College or university
Minimum 8 years field-based pharmaceutical/biotech Sales and/or Marketing experience with increasing exposure to, and ideally responsibility for Health Systems contracting or Market Access functions.
Preferably 4+ years National and or Regional institutional Account Management experience.
Requires strong negotiating skills, large account management and project management experience, specific disease state/market knowledge, ability to perform and communicate basic market insights, demonstrated large/small group presentation skills, executive suite selling experience (CFO, CMO, Director Level), and business planning experience (strategic and tactical).
Strong intermediate Microsoft Word, Excel and PPT.
Ability to calculate figures and amounts such as discount, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts of basic algebra and geometry.
High skills: Ability to define problems, collect data, establish facts and draw valid conclusions.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables surrounding the analysis of managed market strategies and contracting.
Valid Driver's License with DMV evidence of good driving record.
Must follow all applicable guidelines as set forth in the Company Fleet Management Program including annual DMV reviews.

Nice To Haves

Prior managerial and leadership experience is preferred with demonstrated knowledge of institutional and/or payer decision-making and contracting process for clinical testing access.

Responsibilities

Owns business plan with emphasis on securing access and increasing revenue for high value direct channel customers agreements where Prometheus acts as specialty send-out lab
Develops account-based strategies to maximize sales growth. Understands account profile, competitive landscape, key influencer needs, and prescriber access variables.
Recommends to executive pricing and contracting committee account contracting approach and requirements to maintain or improve revenue through pricing, revenue and profitability analysis. Executes contract negotiations.
Devises plans to overcome customer resistance to price, contracting or product access.
Leverages product value & utility proposition presentations, clinical resources, economic models and other tools to create compelling understanding of our testing clinical utility and health economic benefits for both patient care and overall account benefit.
Reduces barriers or delay of product use through pull through initiatives designed to educate key staff for clinical use, process and ordering logistics support, influencing addition within electronic ordering systems, effective billing support, and various other customer service needs
Promotes company products to drive advocacy and use among key account clinicians, staff and other stakeholders.
Monitors and reports upon utilization within strategic accounts including Client Bill, Specimen Handling and other pass-through access accounts in accordance with contractual requirements and internal expectations
Conducts periodic business review meetings with strategic partners to build and maintain relationships with key influencers and decision makers, ensure receipt/delivery of services per the terms of the agreement and identify potential opportunities for growth and further operational efficiencies.
Manages relationships, deploys key initiatives, and provides clinical and business updates to Regional GI Key Opinion Leaders (KOLs) based in targeted institutions.
Supports product launch efforts through the development and execution of account-based launch plans to optimize product awareness, specimen access and revenue routing.
May be assigned payers in collaboration with the Market Access and Reimbursement team to pursue reimbursement (coverage, coding, payment and patient access)