[Hiring] Regional Director Northeast @CareDx, Inc.

Role Description

The Region Director (RD) is a senior commercial leadership role with full accountability for scaling performance, talent, and operating discipline across a growing, multi-state region. This role requires a leader with deep oncology diagnostics experience, proven success leading teams through expansion and change, and the ability to drive adoption across multidisciplinary oncology care teams, including Otolaryngology (Head & Neck Surgeons), Medical Oncology, Radiation Oncology, and Colorectal Surgeons.

Region Directors are expected to operate as enterprise leaders, owning results, developing people, enforcing standards, and serving as a direct extension of the national commercial strategy.

Job Responsibilities

• Lead and support the Commercial organization by driving regional performance, developing talent, and ensuring disciplined execution across a growing, multi-state territory.
• Own regional performance and accountability across a growing sales organization.
• Translate national strategy into clear regional priorities, execution plans, and expectations.
• Drive disciplined execution through regular performance reviews, pipeline inspection, and forecast rigor.
• Ensure consistent adoption of selling best practices across both legacy and newly onboarded representatives.
• Lead teams selling a complex oncology diagnostic into Otolaryngologists, Medical Oncologists, Radiation Oncologists, and Colorectal Surgeons across academic and community settings.
• Set the standard for sales excellence by modeling strong selling skills, deep clinical acumen, and effective engagement with KOLs and multidisciplinary HCP stakeholders.
• Demonstrate expert-level understanding of the oncology macroenvironment, including tumor boards, multidisciplinary care teams, referral pathways, and institutional decision-making dynamics.
• Coach and enable sales representatives on navigating tumor boards, care pathways, and multidisciplinary clinical conversations with confidence and credibility.
• Leverage advanced sales analytics and CRM platforms (e.g., SFDC, Tableau) to partner with the sales team in identifying major and incremental growth opportunities within accounts and Centers of Excellence.
• Ensure strong clinical fluency and compliant positioning of NavDx®, aligning messaging with evolving standards of care and cross-functional stakeholder needs.
• Spend meaningful time in the field coaching through live customer interactions.
• Deliver timely written field summaries following field visits to reinforce expectations, strengths, gaps, and action plans.
• Set clear performance standards and address underperformance decisively and constructively.
• Develop and execute Individual Development Plans (IDPs) aligned to both near-term results and long-term growth.
• Identify, develop, and retain top talent as the organization scales.
• Play an active role in hiring, onboarding, and ramping up new sales representatives.
• Build bench strength and succession plans for future leadership roles.
• Partner with Sales Training to reinforce onboarding, advanced training, and ongoing skill development.
• Partner closely with Commercial Operations, Sales Training, Marketing, Medical Affairs, Market Access, Business Operations, and Human Resources.
• Provide structured, data-driven feedback from the field to inform strategy, prioritization, and resource allocation.
• Represent regional insights and performance in leadership forums with clarity and credibility.
• Ensure best-in-class CRM (Salesforce) usage, call documentation, and pipeline hygiene.
• Drive forecast accuracy and proactive risk identification.
• Reinforce standardized processes as the organization scales, without slowing execution.
• Promote consistent compliance with internal standards and operating guidelines to enable efficient, scalable growth.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 8+ years of experience in oncology and diagnostics sales.
• 3+ years of direct people leadership experience managing field sales teams.
• Demonstrated experience working with ENT / Head & Neck Surgery, Medical Oncology, Radiation Oncology, and/or Colorectal Surgery.
• Proven success leading teams through growth, expansion, and change.
• Strong coaching mindset with a documented track record of developing high-performing sellers.
• Operationally rigorous, data-driven, and comfortable managing complexity.
• Willingness to travel extensively within the region (50–70%).

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 to maximize sales results.
• Leading Through Influence: Builds alignment and mobilizes cross-functional stakeholders without direct authority to advance strategic priorities, overcome barriers, and achieve shared business and customer outcomes.

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.