[Hiring] Regional Director @CareDx, Inc.

Role Description

The CareDx Regional Director (RD) is responsible for driving growth, building strong client relationships, and leading cross-functional teams to deliver exceptional results in their assigned geography. Focusing primarily on transplant center account customers, the RD will lead, manage and partner with a diverse team of regionally aligned roles, including Transplant Account Managers (TAMs), Clinical Liaisons (CL), and Medical Science Liaisons (MSL) from the Medical Affairs team. Successful RDs are agile, proven problem solvers with strategic account management expertise and strong communication skills, possessing the ability to provide clear direction and hold the regional team accountable to execution and results. The RD role reports directly to the Sr Area Director.

Essential Duties & Responsibilities

• Strategic Account Management:
  • Develop a deep understanding of account’s needs, objectives, and challenges to provide tailored solutions.
  • Identify new business opportunities within existing accounts to upsell and cross-sell relevant CareDx products, solutions, or services.
• Strategic Planning and Executing Account Plans:
  • Develop and execute strategic plans to drive business growth and achieve sales targets.
  • Create and implement long-term, account-specific strategies and tactics to drive adoption, gain market share, and achieve commercial goals.
• Building Strong Customer Relationships:
  • Identify key customer stakeholders and influencers, establishing strong relationships and partnerships.
  • Resolve customer issues promptly and efficiently, managing expectations and ensuring customer satisfaction.
• Managing the Sales Pipeline:
  • Forecast and manage the sales pipeline and growth strategies to track progress towards objectives.
  • Prepare regular performance reports for executive leadership, providing insights into strategy effectiveness, ROI, and key performance indicators.
• Lead, Manage, and Coach:
  • Lead, manage, and coach a field team consisting of TAMs and DSS to achieve business objectives and deliver exceptional customer service.
• Team Development:
  • Foster a positive and collaborative team environment, providing ongoing training and development opportunities.
• Performance Management:
  • Monitor and evaluate team performance, providing regular feedback and implementing improvement plans as necessary.
• Collaborating with Internal Teams:
  • Partner with Commercial, Marketing, Customer Experience, Medical Affairs, Market Access, and Operations teams to develop creative solutions that address customer needs.

Qualifications

• Bachelor’s degree required, advanced degree (e.g., MBA) preferred.
• Minimum of 10 years sales or strategic account management experience in the healthcare industry.
• Minimum 5 years sales management experience in the healthcare industry.
• Experience selling into hospitals, hospital/health systems, and/or enterprise-level accounts.
• Experience with complex, multi-touch, long sales processes/cycles (6-9 months) and closing deals.
• Track record of developing effective commercial strategies that maximize business outcomes.
• Demonstrated, proven track record developing high performing teams and building collaborative relationships.
• Strong written and oral communication & organizational skills.
• Must be willing to travel 50-75% or greater, including frequent day trips and overnight travel.
• Proficient with Word, Excel, PowerPoint, Outlook, Salesforce.com, and analytical tools.

Role Competencies

• Healthcare Market Understanding: Anticipates the potential business implications of an evolving healthcare marketplace and identifies new opportunities for growth.
• Business & Territory Planning: Aligns market and customer needs and insights with CareDx products, solutions, and services to develop strategic action plans.
• Analytics and Insight Generation: Leverages many sources of complex business and customer data to generate insights, identify market trends and opportunities, and inform decision making.
• Account Management: Develops a deep understanding of customer needs and aligns them with CareDx products, solutions, and services to attain mutually beneficial outcomes.
• Consultative Selling Agility: Applies selling skills to understand and meet customer needs and ensure sales execution is compliant and strategically aligned with business objectives.
• Leading Through Influence: Builds alignment and mobilizes cross-functional stakeholders without direct authority to advance strategic priorities.

Benefits

• Competitive base salary and incentive compensation.
• Health and welfare benefits, including a gym reimbursement program.
• 401(k) savings plan match.
• Employee Stock Purchase Plan.
• Pre-tax commuter benefits.
• Living Donor Employee Recovery Policy allowing up to 30 days of paid leave annually for organ or bone marrow donation.

Company Description

CareDx is a leading precision medicine diagnostics company advancing care in transplant, specialty oncology, and cell therapy. Through our innovative portfolio of molecular diagnostics, digital health solutions, AI-powered data and analytics, and patient support services, we partner with healthcare providers, patients, and biopharma organizations to help inform clinical decision-making and improve patient outcomes.