Regional Director, Pacific North

NeoGenomics Laboratories

About The Position

The Regional Director, Pathology Sales, Pacific North, drives revenue growth and market expansion across a defined geography by developing and executing a focused hospital and pathology commercial strategy. The role oversees Territory Business Managers and is accountable for sales results across hospital systems, pathology groups, and laboratory networks. It requires strong sales leadership, disciplined execution, and strategic partnerships with healthcare stakeholders. The Regional Director achieves regional sales targets, coaches high-performance selling behaviors, and coordinates pathology and oncology sales efforts across shared customers and health systems. The position also directs regional sales activities, manages personnel and company-policy compliance, monitors market and competitive dynamics, and works with internal teams to align pathology messaging and delivery. Travel is 75%.

Requirements

Bachelor’s degree or equivalent work experience.
Five or more years of sales management experience in pathology, laboratory diagnostics, or related clinical services.
Proven leadership skills.
Strong interpersonal and influencing skills at all organizational levels.
Experience supervising or managing staff, preferably a sales team.
Demonstrated achievement in a sales position.
Strong closing skills.
Oral, written, telephone, and presentation skills.
Solid knowledge of the clinical and/or laboratory market environment.
Ability to learn and retain product-specific information and use it to position product features and benefits with customers.
Ability to work under deadline pressure and put in extra hours if needed on assignments.
Proficiency in MS Office programs.
Strong organizational skills and attention to detail.
Ability to work independently and in a team environment.
Valid driver’s license for state of residence.
Ability to sit and/or stand for long periods.
Ability to lift up to 15 pounds.
Ability to travel 75%.

Nice To Haves

MBA.
Prior attendance at formal sales training courses.

Responsibilities

Develop and execute a regional pathology sales strategy aligned with company growth priorities.
Identify and drive growth within pathology accounts, hospital laboratories, academic centers, reference laboratories, and community pathology groups.
Engage pathology leaders, laboratory operations, C-suite stakeholders, and service-line leaders to drive enterprise adoption.
Partner with the Regional Director, Oncology Sales, on joint account strategies across shared customers and health systems.
Coordinate cross-portfolio selling so pathology and oncology teams deliver a unified, value-based message.
Establish clear roles, responsibilities, and communication cadences between pathology and oncology teams.
Drive account growth across pathology and oncology portfolios within shared health systems and strategic customers.
Maintain regular joint engagement with the Oncology Regional Director, including account reviews, pipeline alignment, and quarterly business reviews.
Achieve regional revenue and profitability quotas and establish a foundation for future sales growth.
Lead, coach, and hold Territory Business Managers accountable for executing hospital pathology-focused sales plans and upholding company values.
Build and maintain relationships with pathologists, laboratory directors, and clinical decision-makers.
Drive consistent CRM use, pipeline management, and forecast accuracy for the pathology business.
Collaborate with medical, operations, and marketing teams to align pathology messaging and delivery.
Ensure disciplined execution of territory plans, account plans, and funnel metrics.
Lead joint account planning with Oncology Sales for top regional accounts, including growth targets, stakeholder strategies, and competitive displacement actions.
Define and prioritize high-value, winnable accounts based on market dynamics, relationships, and system alignment.
Provide quality leadership for internal and external customers while upholding company values.
Direct regional selling activities, including resource deployment, business-tool use, and customer interactions.
Forecast sales activity and revenue achievement.
Set the regional vision and develop and adhere to a business plan to attain it.
Evaluate market trends and gather competitive information; identify growth trends and share information with regional sales representatives, corporate marketing, and sales operations.
Identify and act on market shifts, competitive threats, and growth opportunities in hospitals and pathology accounts.
Keep the company informed of market dynamics and competitive activity.
Negotiate contracts with external customers.
Manage and implement company policies and monitor compliance.
Lead personnel activities, including selecting and hiring staff, conducting interviews, motivating employees, and training staff.
Conduct performance reviews, document deficiencies, develop improvement plans, and counsel employees.
Understand internal information technology systems and how they interface with clients.
Participate in sales meetings, seminars, industry conferences, and tradeshows, and manage event coordination.
Protect patient privacy and confidential information in compliance with HIPAA and other applicable laws, and ensure the confidentiality of communications.