National Account Director, Group Purchasing Organizations

About the Job The National Account Director/GPOs is responsible for strategic engagement and business development with Group Purchasing Organizations (GPOs). The National Account Director will lead and grow commercial relationships with national group purchasing organizations (GPOs), integrated delivery networks (IDNs), hospital systems, and other strategic accounts within the diagnostic healthcare space. This role reports to the Head of National Accounts and is responsible for developing and executing national-level account strategies, negotiating contracts and pricing, and aligning cross-functional teams to drive diagnostic test adoption, utilization, and long-term revenue growth.

Key Responsibilities

• Build strong and collaborative relationships with assigned accounts.
• Lead and develop strategy, major initiatives/key accounts and/or business area with significant sphere of influence and impact on organizational success.
• Develop and execute channel specific strategies and tactics for assigned National GPOs that achieve corporate objectives for this sector and align with the overall strategy.
• Uses data and trends to shape broad business and financial strategies
• Supports senior executives in shaping enterprise strategy
• Exert enterprise-wide, strategic, and significant external influence; building long-term alliances for FMI
• Share expert knowledge and/or voice of customer across the business area and enterprise
• Collaborate closely with multiple internal stakeholders i.e. Field Sales, Marketing, Medical Affairs, Payer, Health Outcomes Payer Policy, and Commercial Operations to optimize program objectives and analyses and monitors payer/provider segment data to identify critical trends, measure key performance indicators and determine potential gaps and opportunities.
• Identify, prioritize and pursue growth opportunities (new business, expansions, value-based contracts) across the diagnostic product/services portfolio.
• Build, nurture, and maintain executive-level relationships within GPOs, IDNs and member institutions.
• Lead contract negotiations and pricing strategies for diagnostic services/platforms with GPOs and strategic customers.
• Partner with internal stakeholders (commercial sales teams, marketing, reimbursement/market access, operations, medical affairs, legal/compliance) to ensure seamless execution of engagement strategies and contractual obligations.
• Serve as the voice of the customer internally collecting market intelligence, tracking healthcare/dx trends (e.g., reimbursement, value-based care, internalization) and translating these into actionable plans.
• Monitor account performance metrics (utilization, revenue, margin, customer satisfaction), analyze insights and adjust tactics accordingly.
• Lead multi-functional project teams to coordinate implementation, pull-through, field activation and account-specific programs.
• Represent the company at industry conferences, trade shows, GPO forums and customer meetings to build brand presence, thought leadership and pipeline.
• Collaboratively work with the National Accounts Team to optimize customer relationships and maximize opportunities.
• Comply with all company policies and procedures
• Other duties as assigned.

Qualifications: Basic Qualifications:

• Requires 12+ years of healthcare related experience with a Bachelor’s degree (8 with Master's, 5 with PhD), including at least 5 years in national account management, strategic partnership or business development, and 5+ years of management experience.
• Requires mostly domestic travel up to 50% of the time.

Preferred Qualifications:

• 15+ years of healthcare related experience with a Bachelor’s degree (8 with Master's, 5 with PhD), including at least 5+ years in national account management, strategic partnership or business development, and 5+ years of management experience.
• Demonstrated experience managing national accounts, especially GPOs, IDNs or large healthcare systems within diagnostics, laboratory services, pathology, or related sectors.
• Strong knowledge of healthcare contracting, procurement, integrated delivery networks, value‐based care, reimbursement and care delivery models.
• Proven track record of negotiating and managing contracts with GPOs or large customers and delivering growth metrics.
• Excellent strategic thinking, business acumen, analytical and financial modelling skills.
• Strong relationship‐building and influencing skills—capable of engaging senior execs and navigating complex account structures.
• Exceptional leadership and management skills including demonstrated ability to influence without authority.
• Ability to access and successfully collaborate with various functional areas and matrixed organizational layers to motivate group action and obtain desired results.
• Advanced understanding of business strategies, company goals, industry and competitive landscape
• This position requires innovation, creativity, and diligence. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. Reporting to the Head of National Accounts, this position is a national role, (covering entire US) customer-facing professional with experience working in a matrixed environment.
• Established relationships with major national GPOs.
• Experience in Oncology and/or Diagnostics
• Advanced analytics experience (utilization, ROI, value proposition modelling) and ability to present business cases to senior leadership.
• Analytical Thinker: someone with excellent current knowledge that can anticipate future trends and consequences and create competitive account specific strategic plans.
• Outstanding oral, written, and group communication skills.
• Strong negotiation and facilitation skills
• Execution & results orientation: Drives accountability, monitors KPIs, adjusts course to achieve goals.
• Collaboration & influence: Works well across functions, leads teams, influences without direct authority.
• Communication: Clear, persuasive presenter; able to articulate value propositions and business cases.
• Adaptability & proactivity: Operates effectively in fast‐changing healthcare environment; anticipates trends and acts.
• Client-driven; Able to establish and develop relationships, deliver presentations, and diplomatically resolve issues.

The expected salary range for this position based on the primary location of Remote is $203,520 – $254,400 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits. #LI-Remote Foundation Medicine, Inc. (FMI) began with an idea - to simplify the complex nature of cancer genomics, bringing cutting-edge science and technology to everyday cancer care. Our approach generates insights that help doctors match patients to more treatment options and helps accelerate the development of new therapies. Foundation Medicine is the culmination of talented people coming together to realize an important vision, and the work we do every day impacts real lives. Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also FMI's EEO Statement and EEO is the Law and Supplement. If you have a disability or special need that requires accommodation, please let us know by completing this form. (EOE/AAP Employer)