Own account-level strategy and performance across assigned priority health systems, translating direction into weekly actions that consistently deliver revenue and adoption results.
Set clear expectations and performance standards, driving goal attainment and motivating the team to achieve and exceed targets.
Establish account prioritization and investment strategy across the book of business, including where to focus on pilots versus scale and how to sequence stakeholders, sites, and workflows to drive system-wide adoption.
Coach and develop Directors, Health Systems – Regional Accounts through a defined competency model, regular field coaching, and rigorous account/opportunity reviews.
Convert health system complexity into execution opportunity by understanding governance, incentives, workflows, stakeholders, and barriers, and translating insights into concrete next steps.
Ensure strategic account plans are robust and current, including stakeholder mapping, governance pathways, value hypotheses, and rollout roadmaps.
Drive Shield adoption from pilots to enterprise scale through workflow development, EMR enablement support, training coordination, and multi-site governance.
Own measurement discipline by ensuring success metrics are defined, tracked, and advanced through customer QBRs/MBRs.
Run internal account QBRs and follow the governance rhythm to align cross-functional owners, remove barriers fast, and keep execution tight.
Identify risks early and communicate clearly up the organization with mitigation plans and timely escalations.
Maintain working fluency in the healthcare ecosystem shaping account decisions.

Requirements

5+ years of experience in first-line leadership of healthcare commercial Account Managers
Proven success driving diagnostics adoption within complex health systems/IDNs
Experience enabling workflow change and/or EMR-supported implementation
Strong executive communication skills and comfort engaging senior stakeholders
Track record of consistent performance, forecasting discipline, and operational excellence
Commitment to compliance, integrity, and collaborative team success
Highly organized, proactive communicator with advanced project management capabilities
Proficiency with Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred)

Benefits

Health insurance
Retirement plans
Paid time off
Flexible work arrangements
Professional development

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

account strategyperformance managementgoal attainmentstakeholder mappingworkflow developmentEMR enablementsuccess metrics trackingproject managementdiagnostics adoptionoperational excellence

Soft Skills

leadershipexecutive communicationteam motivationorganizational skillsproactive communicationcollaborationrisk identificationcoachingstrategic thinkingproblem-solving