Director, Key Account Managers

Location: Atlanta, GA, US

Job Description:

Adaptive bio.PNG

TERRITORIES: Carolinas, Atlanta, North Florida, South Florida, Tennessee, North Texas and Gulf Coast

The Director, Key Account Managers provides specific and clear direction to a team of Key Account Managers (KAMs) that are responsible for creating a successful partnership between Adaptive and identified hospitals and academic accounts to grow and develop the clonoSEQ business. As a leader, the Director clarifies and sets objectives that are in alignment with Adaptive’s Diagnostic strategy to ensure performance targets are exceeded and strategies are executed against well-established plans. Additionally, the Director takes a proactive role collaborating and maintaining alignment with various cross-functional internal stakeholders that support the development and effective utilization of innovative solutions to address customer needs.

The Director will provide guidance and coaching in the creation and development of account plans, execution of plans through effective coordination, collaboration and communication among the cross-functional matrix, and the monitoring of account plans to ensure objectives and performance targets are achieved. Including growth of effort and diversity of roles toward the goal to increase both revenue and volume of clonoSEQ business.

The Director, Key Account Managers will report to the Vice President, North American Strategic Accounts.


  • Provides strategic input into the development and alignment of an overall Adaptive strategic plan:

  • Combines knowledge of the healthcare, biotechnology and diagnostic industries with evolving trends, competitors’ strategies, customer business models, legislative / political environment, and insightful financial analysis into the development of Adaptive’s strategy

  • Ensures field representation input and customer perspective are effectively communicated

  • Leads and participates on cross-functional business teams to represent customer(s) and the field perspective in the strategy planning processes:

  • Partners with the Director, West Account Managers and Director, National Strategic Accounts to establish aligned strategies, coordinate communication approaches and coaching / training objectives across teams and Adaptive

  • Champions development and implementation of innovative services or programs that add customer value

  • Shares customer insights, perceptions, industry trends, and other relevant information; channels to appropriate individuals or groups

  • Influences senior leadership to think and respond innovatively to regional or national customer trends and opportunities identified through experience and market data

  • Anticipates and responds to changing market conditions to proactively grow the business:

  • Anticipates factors that could affect strategies and position in the marketplace

  • Maintains an awareness of marketplace dynamics to provide guidance to direct reports and ensure business strategies are adapted to maximize opportunities and reduce threats

  • Champions positive change by encouraging others to embrace new processes, practices, and technologies:

  • Motivates and mobilizes team during difficult changes and conditions

  • Models commitment to organizational changes in words and action

  • Effectively manages resistance to change by clarifying roles and expectations to team and explaining how opportunities created by the change will benefit the organization

  • Oversees the development and execution of robust Business Account Plans by direct reports:

  • Provides guidance to the KAM team in the development of customer-centric account plans, customer interactions, leveraging multidisciplinary capabilities and resource allocation to provide value to the customer and Adaptive’s objectives

  • Provides coaching and guidance to the KAM team identifying partnership/business opportunities with targeted accounts through field visits and customer engagement

  • Aligns with a cross-function matrix approach to ensure the development and execution of account plans are consistent with Adaptive’s outlined vision and current market dynamic

  • Assesses and coaches individual and team performance to exceed business goals:

  • Evaluates and monitors account plans, contracting strategies, and performance

  • Provides guidance and coaches KAMs on knowledge of, access to, and the ability to influence all key stakeholders in targeted accounts. (Oncologists, BMT, Hematology Pathologist, Executive Leadership, Lab personnel, etc.)

  • Coaches KAMs on effective territory strategies to further Adaptive’s goals in targeted key accounts by developing account-specific business plans which prioritize and leverage internal resources

  • Coaches KAMs on understanding the external environmental forces, and emerging trends that affect the healthcare, biotechnology and diagnostic industries and Adaptive’s markets, products, and operations

  • Ensures performance issues are addressed with specific corrective actions for improvement; making tough personnel calls as required

  • Models behavior that encourages honest, timely, and specific feedback and establishes expectations for others to do the same

  • Utilizes coaching and development tools to support the KAMs’ ability to develop and execute account plans, i.e. Customer Relationship Management database (SFDC)

  • Oversees and monitors regional budget and team expenses

  • Recruits, develops, and retains top talent

  • Satisfy all product and technology training requirements as established

  • Comply with and coach team to all Federal and State laws, regulations and policies that govern the conduct of Adaptive’s activities

  • Business travel by air, train, or car is required for regular internal and external business meetings

Required Experience

  • BA/BS or Master’s degree in Life Sciences or related field

  • Leadership experience with a proven record of accomplishments, effectively leading teams and general management

  • Strong technical background in molecular biology, genomics, next generation sequencing or immunology a plus

  • Demonstrated strategic thinking and innovatively working in a team environment to achieve goals

  • 5+ years of successful sales experience in hematology, oncology, biotech, life science or diagnostic sales (Oncology lab service background a plus)

  • Experience in negotiating, executing, and implementing business contracts, as well as the ability to coach and support others in doing the same

  • Well-developed professional with the ability to think and act strategically with demonstrated strategy development experience

  • Experience working with cross-functional teams in developing and executing strategic business plans

  • Strong financial analytical skills including the ability to manage expenses and budget

  • Strong analytical thinking, problem solving skills, and attention to detail

  • Ability to interact with and influence Senior Management, peers, and other functions

  • Excellent listening, time management, organizational and interpersonal skills

  • Outstanding communication skills, including the ability to illustrate potential opportunities for our technologies’ applications

  • Strategic account management, previous experience in developing & implementing attainable account-specific business plans is required, as well as the ability to coach and support others in doing the same

  • Experience with effective utilization of or similar CRM database a plus


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