Senior Director, National Accounts

NeoGenomics Laboratories

3d•Onsite

About The Position

NeoGenomics is looking for a Senior Director, National Accounts who wants to continue to learn in order to allow our company to grow. As an employer, we promise to provide you with a purpose-driven mission in which you have the opportunity to save lives by improving patient care through the exceptional work you perform. Together, we will become the world's leading cancer reference laboratory. Position Summary The Senior Director, National Accounts leads NeoGenomics' National Accounts function, setting the enterprise-wide strategy for how the organization wins, retains, and grows its most strategic community oncology networks and integrated delivery networks (IDNs). This role owns the strategic direction of the National Accounts portfolio, including account prioritization, sequencing of NeoGenomics' strategic offerings, and coordination across accounts, with full P&L accountability for the team's book of business. This people-leadership role builds, leads, and develops a team of network-aligned National Account Directors (NADs), holding the team accountable to a shared strategy, consistent goals, and coordinated execution. The Senior Director designs and owns the KPI framework and account-performance dashboard and uses performance data to guide coaching, resourcing, and course correction. The role operates above day-to-day account management, owning the aggregate portfolio strategy, budget, P&L, operating cadence, governance, and executive representation for the National Accounts function. The Senior Director selectively engages customer executives on enterprise-level strategic matters and partners cross-functionally with Sales, Medical Affairs, Market Access, Contracting, Client Services, Data Science, Marketing, and Finance.

Requirements

Bachelor’s Degree required, advanced degree preferred (MBA, MHA or related)
12+ years of experience in diagnostics, biopharma, medical devices, or healthcare commercial roles, with significant experience in National Accounts and/or strategic partnerships with IDNs, Community Oncology Networks, and/or GPOs, including 5+ years of people-management experience leading high-performing account or sales teams
Demonstrated success building and leading national or strategic account teams, with direct accountability for a multi-account P&L
Proven ability to design KPI frameworks and performance-management systems that translate strategy into measurable execution
Existing relationships with national oncology networks, IDNs, GPOs, and/or VA/DoD are of significant benefit
Experience and established credibility engaging senior healthcare executives and internal executive leadership
Strong understanding of oncology diagnostics, including molecular, NGS, and biomarker testing, and the evolving community oncology, IDN, and GPO landscape, including network consolidation dynamics
Skilled at operating at a strategic level, setting direction and holding others accountable while trusting the team to own tactical, day-to-day account execution
Track record of cross-functional leadership in a highly matrixed organization, influencing partner functions without direct authority
Skilled in organizational design, coaching, and talent development for a distributed, senior individual-contributor team
Financial acumen, including forecasting, budget management, and P&L ownership across a multi-account portfolio
Ability to lead through ambiguity and organizational change, including standing up new governance and cross-functional coordination models

Responsibilities

Set and continuously refine the overall National Accounts strategy, including account prioritization and tiering, archetype-based playbooks, and sequencing of NeoGenomics' strategic offerings, and translate it into clear direction for the National Account Director team
Own full P&L accountability for the National Accounts portfolio, including revenue forecasting, budget management, resource allocation, and investment prioritization across accounts
Design, build, and govern the National Accounts KPI framework and performance dashboard, defining metrics, targets, data sources, owners, and cadence across growth, contract/access, pull-through and adoption, partnership depth, service and operations, and relationship categories, and hold the team accountable to it
Recruit, hire, onboard, and develop a high-performing team of National Account Directors; set account assignments, goals, and coaching plans; and manage performance, capacity, and career development across the team
Lead the team's operating cadence, including Monthly Business Reviews, National Accounts team syncs, and portfolio-level Quarterly Business Reviews, reviewing performance, resolving cross-account risks, and reallocating resources as needed
Establish and govern coordination protocols for accounts that share a parent organization, ensuring relevant NADs operate from one account plan, one relationship map, and joint negotiations rather than in silos
Partner with Sales, Medical Affairs, Market Access, Contracting, Client Services, Data Science, Marketing, and Finance leadership to secure needed resourcing, offering roadmaps, and executive sponsorship
Own the account-tiering and resource-allocation framework, ensuring scarce capacity is concentrated on the highest-value accounts and opportunities
Build and maintain the National Accounts playbook, standard account-plan template, and enablement materials so every National Account Director executes to the same standard
Define and maintain rules of engagement between the National Accounts team and field/regional sales, ensuring clear ownership between national strategy and local, tactical execution
Report National Accounts performance, portfolio risk, and strategic recommendations to executive leadership, translating account-level insight into enterprise commercial strategy
Champion a culture of accountability, data-driven decision-making, and cross-functional collaboration across the team and its extended network of stakeholders