Job details

Partnership Account Director (Health Systems) #3162

GRAIL is a healthcare company whose mission is to detect cancer early, when it can be cured. GRAIL is focused on alleviating the global burden of cancer by developing pioneering technology to detect and identify multiple deadly cancer types early. The company is using the power of next-generation sequencing, population-scale clinical studies, and state-of-the-art computer science and data science to enhance the scientific understanding of cancer biology, and to develop its multi-cancer early detection blood test. GRAIL is headquartered in Menlo Park, CA with locations in Washington, D.C., North Carolina, and the United Kingdom. GRAIL, LLC is a wholly-owned subsidiary of Illumina, Inc. (NASDAQ:ILMN). For more information, please visit www.grail.com.

GRAIL is seeking a Strategic Partnerships, Healthcare Systems, Director to establish and integrate GRAIL products and services within health systems and other key stakeholders.

In this role, you will establish and cultivate strong partnerships across selected healthcare institutions, representing GRAIL’s overall product portfolio. This role will be engaged at the C-Suite, managing complex, mutually high-value initiatives, with the expectations of identifying opportunities to broaden access to different patient populations and across multiple channels within the system and across the region. Candidates will be successful in this role, if they’re able to demonstrate cross-functional leadership, approach strategic decision making with a clear understanding of long term goals and short term needs, and have in-depth experience in being able to navigate and provide value to senior executives within the healthcare ecosystem.

This role will be accountable for growth of Galleri across your selected accounts. You will be responsible for contracting, forecasting, building pull through strategy to support multiple GRAIL stakeholders who interact at the field level, and presenting performance trends to senior leadership. This role is expected to work closely with market access partners, such as payer and employer teams, to identify opportunities to broaden access to Galleri and pipeline products.

Candidates will also be selected based on their ability to engage with and contribute to a high-functioning team committed to a culture of trust and a mission to deliver access to breakthrough technology that can detect cancer early, when it can be cured, to people across the US.

This position will cover institutions across the US and candidates must be able to travel a minimum of 30% of the time

You Will

Acquire 5-6 select healthcare system partners, including academic centers and population health leaders, to develop and expand opportunities, establishing GRAIL as a high-value partner in their mission to detect cancer early.
Deeply understand each of your partner’s economic flows, their goals and strategic priorities in early detection, genomic medicine, and population health, to influence the design of both short and long term goals for a high-functioning partnership.
Negotiate complex contracts, establish and lead quarterly senior executive meetings, and develop project opportunities that may require internal support with medical and clinical development teams if focused on evidence generation.
Understand and anticipate the partner’s needs across the system of care, based on experience and documented examples of working deep within healthcare system accounts.
Prepare integrated account plans to lead cross-functional teams that interact with all facets of the partner on a daily basis, providing strategic guidance on how best to optimize the GRAIL experience and deliver the best patient experience through expanded access and seamless interactions.
Work to ensure the account’s needs are appropriately met to ensure GRAIL delivers a patient-focused customer experience.
Collaborate with payer access and marketing team to bring the voice of the customer in development of GRAIL product and technology value propositions.
Establish business plans across regions, identifying innovative partnership opportunities your health system’s are centered in.
Understand current state and emerging trends in business operations affecting practice management such as Annual Report, payer initiatives, EMR capabilities, and clinical care pathway development
Maintain a future focus on emerging trends and patient care needs in cancer early detection, uncovering and reporting underlying issues that may inform broad or account-specific strategies
Ensure access to GRAIL's products are achieved and in a compliant manner

Your Background Should Include

BS/BA degree preferably with a science/ healthcare major and/or advanced science, public health or allied healthcare degree
Minimum of 15 years with demonstrated partnership development and account management experience leading substantive revenue generating accounts.
Expertise in working with healthcare system executives and providers, with an understanding of value-drivers across all levels within the institutions. This includes very deep knowledge of reimbursement pathways, system channel strategies (employer benefits, health plans, community engagements) care delivery at the provider level, and patient engagement strategies.
Deep understanding of the healthcare ecosystem and each of the stakeholder’s priorities and revenue flow, such as payers, employer, and IDN’s based on previous engagements and partnership development.
Demonstrated success implementing product and service solutions with health systems and health plans in prior roles.
Ability to build and earn customer trust through effectively representing GRAIL and its products to senior levels of management and key influencers, aligning and delivering on the mutual goals and vision.
Demonstrated success to develop executive presentations that require cross functional input, analytical expertise to represent business opportunities and challenges, and presentation skills to deliver and influence large gatherings of decision makers.
Innovative thinking and exceptional eye for business, analytical and problem-solving skills.
Strong understanding of compliance-related concepts including the laws, regulations and policies that govern marketing and sales activities and the importance of compliance in all job-related function
Ability to understand, distill and communicate complex scientific and public health related concepts
Experience in partnership models with health systems and payers; oncology and diagnostic experience preferred
Track record of working with objective based goals and success in achieving them
Ability to travel a minimum of 30% of the time.

The expected, full-time, annual base pay scale for this position is $158,000- $226,000. Actual base pay will consider skills, experience, and location.

Based on the role, colleagues may be eligible to participate in an annual bonus plan tied to company and individual performance, or an incentive plan. We also offer a long-term incentive plan to align company and colleague success over time.

In addition, GRAIL offers a progressive benefit package, including flexible time-off, a 401k with a company match, and alongside our medical, dental, vision plans, carefully selected mindfulness offerings.

GRAIL is an Equal Employment Office and Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status. We will reasonably accommodate all individuals with disabilities so that they can participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. GRAIL maintains a drug-free workplace.

GRAIL Glassdoor Company Review

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