Cardiothoracic Transplant Account Manager - New England

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.
At CareDx, every employee has the opportunity to contribute to innovations that help transform patient care and improve lives.
The Transplant Account Manager (TAM) is responsible for driving adoption and volume growth of the CareDx transplant diagnostics portfolio and ecosystem (www.caredx.com/products-and-services/transplant-services). Focusing primarily on heart and lung programs in the transplant center, the TAM will coordinate and collaborate with the Solutions Account Manager (SAM), Clinical Liaisons, and Medical Science Liaisons (MSL) to develop and execute account level growth strategies. Successful TAMs are collaborative, agile problem solvers with strategic account management and sales experience, possessing strong communication skills and clinical aptitude, taking a patient centric approach to delivering results. The TAM role reports directly to the Regional Director (RD).
Essential Duties & Responsibilities:
Strategic Account Management: Develop a deep understanding of account’s needs, objectives, and challenges in order to provide tailored solutions that meet their requirements. 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, expand the CareDx footprint and achieve commercial goals.
Product Knowledge and Clinical & Technical Proficiency: Possess an understanding of therapeutic area, scientific concepts, testing platforms, mechanisms and processes; as well as supportive key clinical studies.
Building Strong Customer Relationships: Identify key customer stakeholders and influencers, establishing strong relationships and partnerships, continually soliciting feedback on additional needs, products, and features. 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 at both the account and regional levels. Prepare regular performance reports for regional leadership, providing insights into strategy effectiveness, ROI, and key other performance indicators
Leading through influence while 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, advance degree (e.g., MBA) preferred
Minimum of 10 years sales or strategic account management experience in the healthcare industry
Experience selling into hospitals, hospital/health systems, and/or enterprise-level accounts, navigating across multiple levels of stakeholders and departments.
Track record of developing effective account strategies that maximize business outcomes in a highly matrixed organization
Strong written and oral communication & organizational skills
Must be willing to travel up to 75%, including frequent day trips, overnight travel, and some weekend conferences
Willing to be in the field and customer facing a minimum of 4 days per week
Proficient with Word, Excel, PowerPoint, Outlook, Salesforce.com and analytical tools like PowerBI
Clinical or sales experiences in Transplant, Cardiology, Respiratory, Pulmonology, Molecular Diagnostics and Lab
Deep clinical knowledge of transplantation is strongly preferred
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
Additional Details:
Every individual at CareDx has a direct impact on our collective mission to improve the lives of organ transplant patients worldwide. We believe in taking great care of our people, so they take even greater care of our patients.
Our competitive Total Rewards package for US Employees includes:
Competitive base salary and incentive compensation
Health and welfare benefits, including a gym r