Account Manager

The Account Manager (AM) is responsible for driving adoption and growth of Natera’s oncology testing portfolio within oncology centers, university hospitals, general hospitals, and outpatient clinics in the community setting across an assigned geographic territory.

Reporting directly to the National Director of Sales, the AM will work through local distributor(s) and their representatives to achieve defined volume and/or revenue targets. This role requires strong strategic account management, distributor collaboration, and the ability to build long-term partnerships with healthcare providers and institutions. The AM will work remotely within their designated territory, with up to 80% business travel required to meet customers and distributor partners.

Key Responsibilities

1. Territory & Account Strategy

- Develop and implement business plans tailored to the assigned territory with support from the National Director of Sales , with a focus on oncology centers, university hospitals, general hospitals, and outpatient clinics.
- Partner with distributor management and representatives to prioritize accounts and drive adoption of Natera’s oncology portfolio.
- Build strong, long-term partnerships with surgeons, gastroenterologists, oncologists, pathologists, and laboratory directors.

2. Sales Execution

- Achieve or exceed volume and/or revenue targets within the assigned territory.
- Align with distributor reps on sales initiatives and ensure effective execution.
- Deliver persuasive presentations and product education to physicians, healthcare providers, and hospital committees.

3. Customer Engagement & Support

- Act as a trusted advisor to healthcare providers, understanding their needs and aligning Natera’s portfolio to their clinical and business priorities.
- Provide ongoing education and follow-up support to ensure high customer satisfaction and adoption.
- Support distributor reps in strengthening customer relationships.

4. Market Insights & Collaboration

- Monitor competitive activity, customer dynamics, and market trends in the assigned territory.
- Share insights with the National Director of Sales and distributor leadership to refine strategies.
- Collaborate with marketing, operations, and medical affairs to enhance distributor effectiveness and customer engagement.

5. Compliance & Reporting

- Ensure strict adherence to HIPAA/PHI, corporate policies, and regulatory requirements.
- Maintain accurate records of account activities and performance in Salesforce CRM.
- Provide regular updates on sales progress, opportunities, and challenges to the National Director of Sales.

Qualifications and Experience

Education:

- Bachelor’s degree in Business, Life Sciences, or related field (MBA a plus).

Experience:

- Minimum of 4 years of experience in sales, strategic account management, or business development within the healthcare industry.
- Strong track record of achieving sales targets, ideally in oncology or diagnostics.
- Background in oncology, diagnostics, or medical devices preferred.
- Experience working with or through distributor networks strongly preferred.

Skills and Competencies:

- Proven ability to drive revenue and volume growth.
- Excellent communication, negotiation, and relationship-building abilities.
- Ability to influence and collaborate effectively with distributor partners.
- Proficiency with Salesforce, Excel, PowerPoint, and digital engagement tools.

OUR OPPORTUNITY

Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.

The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class instit