What are the responsibilities and job description for the National Reference Laboratories Director Diagnostics position at Accordance Search Group?
We are seeking a National Reference Laboratories Director to lead strategic partnerships and drive business growth within the diagnostic solutions market. This role focuses on building and strengthening relationships with global and national reference laboratories, aligning organizational offerings with customer priorities, and developing long-term strategies that enhance clinical and business outcomes.
The Director will play a critical role in shaping partnerships with laboratories by understanding their strategic goals and translating them into innovative, value-driven solutions. This position reports directly to the Vice President of National Accounts.
Key Responsibilities
Business Leadership
Lead the end-to-end deal process for large, complex agreements across reference laboratories.
Achieve and grow revenue and market share consistent with company goals.
Develop and implement comprehensive business plans, including sales strategies, portfolio alignment, competitive positioning, and pricing strategies.
Anticipate market and competitive dynamics to proactively address risks and opportunities.
Collaborate with cross-functional teams such as R&D, supply chain, and quality to deliver on customer commitments.
Monitor and manage financial performance to ensure alignment with growth objectives.
Customer Relationship Management
Build strong, trusted relationships with key decision-makers and influencers within reference laboratories.
Identify and deliver integrated solutions that align with customer needs and foster long-term partnerships.
Establish effective processes for joint planning, decision-making, and performance measurement.
Ensure customer satisfaction and issue resolution while driving mutual business value.
Customer Program Management
Lead cross-functional, globally coordinated approaches to meet customer needs.
Represent customer perspectives in business strategy and portfolio development.
Prepare and deliver quarterly business reviews with customers and internal leadership.
Maintain project pipelines and opportunity tracking through established CRM processes.
Develop and execute account plans to ensure consistent alignment and growth.
Team Leadership
Partner with strategic account teams to execute global account strategies.
Provide leadership in collaborative portfolio planning and cross-functional initiatives.
Coach and guide teams to deliver on shared goals and opportunities.
Qualifications
10 years of progressive experience in account management, including managing strategic accounts and C-level relationships.
Strong knowledge of healthcare and life sciences industry trends, global challenges, and diagnostic solutions.
Demonstrated success in revenue growth, P&L management, and long-cycle strategic selling.
Expertise in strategy development, business planning, and execution.
Strong interpersonal and influencing skills with the ability to build trust and collaboration across cultures and organizations.
Proven ability to lead cross-functional teams and foster high performance in complex environments.
Bachelors degree required; advanced degree preferred.
Ability to travel up to 50%.
