VP, Strategic Customer Group
About The Position
The VP, Strategic Customer Group is a senior commercial leader responsible for defining and executing an integrated strategy across Clinical strategic customers, including national accounts, health systems, and payer organizations. The role brings together market access, payer strategy, and enterprise account management to support broad access, sustainable revenue growth, and strong strategic partnerships. As a member of the Clinical Commercial Leadership Team, the VP leads cross-functional efforts to align account strategy, customer engagement, contracting, and reimbursement. The role is accountable for building enterprise-level relationships with C-suite leaders and economic buyers, influencing coverage and adoption decisions, and executing strategies that support patient access and financial objectives. The position leads teams across national accounts, payer strategy, market access, and reimbursement; partners across Clinical Commercial, BioPharma, Product, Medical Affairs, Finance, and Legal; and ensures compliance with FMI attendance policies. The position is remote.
Requirements
- Bachelor’s degree required.
- 15+ years of experience in commercial, payer strategy, market access, or related healthcare leadership roles.
- 7–10+ years of experience leading high-performing teams.
Nice To Haves
- Advanced degree preferred; MBA or PhD specifically noted.
- 15+ years of leadership experience in diagnostics, life sciences, or healthcare.
- Deep expertise in payer strategy, reimbursement, contracting, and health economics.
- Proven track record negotiating and managing large-scale strategic contracts.
- Proven track record establishing market access strategies in diagnostics.
- Strong financial acumen, including analyzing complex data and translating it into actionable strategies.
- Demonstrated success leading cross-functional initiatives in a matrixed environment.
- Strong executive presence and ability to influence senior internal and external stakeholders.
- Experience working with national accounts, payer organizations, or complex healthcare systems.
- Commitment to FMI values and ability to foster a high-performance, inclusive culture.
- Understanding of HIPAA and the importance of patient data privacy.
- Commitment to reflect FMI’s values: Integrity, Courage, and Passion.
Responsibilities
- Define and lead an integrated strategic vision across payer, reimbursement, and national account segments to maximize access, utilization, and revenue growth.
- Establish and execute customer strategies aligned with HEOR, market access, and national account plans.
- Contribute to enterprise commercial strategy and align work with corporate financial and growth objectives.
- Drive cross-functional alignment, transformation, and disciplined execution across the Commercial organization and FMI stakeholders.
- Lead relationships with strategic customers, including national health systems, integrated delivery networks (IDNs), federal accounts, GPOs, and payer organizations.
- Build and maintain senior-level relationships with C-suite executives, economic buyers, and other key decision-makers.
- Negotiate and manage complex national and regional contracts to support access, coverage, and favorable financial outcomes.
- Serve as a strategic liaison between customers and internal stakeholders on business, clinical, and financial considerations.
- Drive revenue growth through integrated contracting, pricing, and reimbursement strategies.
- Oversee forecasting, financial modeling, and analytics to assess contract performance, market opportunity, and revenue trends.
- Ensure customer strategies deliver measurable growth, profitability, customer satisfaction, and market penetration.
- Partner with Finance and Accounting on accurate revenue recognition, compliance, and reporting.
- Lead development of value propositions, evidence strategies, and reimbursement frameworks demonstrating clinical and economic impact.
- Align HEOR insights with contracting, pricing, and customer engagement strategies.
- Monitor payer policy, healthcare reform, and market dynamics to inform strategy and anticipate industry changes.
- Build, lead, and develop a high-performing team across national accounts, payer strategy, market access, and reimbursement.
- Foster a collaborative, results-oriented culture and cross-functional partnerships with Clinical Commercial, BioPharma, Product, Medical Affairs, Finance, and Legal.
- Establish goals, metrics, and accountability frameworks to track performance and drive execution.
- Coach and develop organizational leaders, capabilities, and succession planning.
- Comply with FMI's attendance policies.
Benefits
- Foundation Medicine benefits are offered; specific benefits are not detailed.
- A discretionary annual bonus may be available based on individual and Company performance.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
