National Accounts Director – Payer (West)

  • Full Time
  • Anywhere
  • Posted 2 months ago


Detect cancer early, when it can be cured.

GRAIL is seeking a National Accounts Director to pursue market access and reimbursement with national and regional health plans. This individual will possess the capabilities to fully represent GRAIL’s overall product portfolio and technological platform at a payor level and evolve our value proposition to surpass the account’s needs. This role will also be responsible for successfully partnering with other channel teams to maximize the momentum towards medical policy coverage and reimbursement. This position also plays a critical role in developing business relationships with key influencers and executives while creating an engaging and sustainable customer experience with our payor accounts.

This position will cover payor accounts across the United States and will be a combination of work from home, travel and work from Menlo Park (position is west coast US, preference California).

You will:

  • Drive the market access strategy to pursue coverage and reimbursement from US commercial health plans while synchronizing work with our Government Affairs team as they lead the pursuit of CMS coverage strategies.
  • Network with various stakeholders across the account and in the market and develop a breadth and depth of relationships within each account to ensure an understanding of each account’s objectives, goals, drivers and challenges.
  • Profile regional and national payors to understand the Quality and Economic flow, and define precision medicine/genomics decision-making processes.
  • Understand and anticipate the payor’s goal and needs across the system of care and to find opportunities to develop and deliver resources.
  • Prepare integrated account plans to help identify challenges to successful customer interactions, implementing the right internal mechanism as appropriate to mitigate them.
  • Ensure the Account’s needs are appropriately met to ensure GRAIL delivers a patient-focused customer experience.
  • Collaborate with the payer access and marketing team to bring the voice of the customer in the development of Grail product and technology value propositions.
  • Develop and own Key Accounts through collaboration and strategic coordination with other GRAIL roles that also support the Accounts.
  • Manage Account’s evolution and any potential impact to GRAIL’s strategy and monitor and ensure alignment across GRAIL on each Account’s business position.
  • Understand the 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 products is achieved and in a compliant manner.

Your Background Should Include:

  • BS/BA degree required, preferably with a Science/ healthcare major and/or advanced science, public health or allied healthcare degree
  • Minimum of 15 years experience with demonstrated strong payor account management experience leading substantive revenue-generating accounts
  • Experience launching new, groundbreaking technology into payer channels without established reimbursement pathways
  • Successful “sell in” of products/technology as a supplemental benefit in the Medicare Advantage channel
  • Demonstrated success in establishing pilot programs with innovative payers
  • Demonstrated success in obtaining coverage, access, reimbursement from health plans in prior roles
  • Market access launch experience
  • Ability to build and develop customer relationships including the ability to effectively represent GRAIL and its products to senior levels of management and key thought leaders
  • Innovative thinking and exceptional business acumen, analytical and problem-solving skills
  • Excellent negotiation/influence 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 functions
  • Ability to understand, distill and communicate complex scientific and public health-related concepts
  • Experience in partnership models with health systems and payors
  • Health system, oncology, lab benefit manager and diagnostic experience preferred
  • Track record of working with objective-based goals and success in achieving them

Position is remote, however the majority of accounts will be west coast based, thus candidate preference is for west coast (California). 
At GRAIL, we don’t just work for ourselves and for one another—we work for humanity. Energized by our collaborative environment, compassion, and a sense of urgency, we’re dedicated to making a meaningful impact on people’s lives. This shared belief gives our team a sense of common purpose and builds camaraderie that makes our journey together its own reward.

While our focus is on finding a better way to detect cancer early, we never lose sight of our people. We’re committed to creating the best experience for everyone at GRAIL, helping ensure that each member of our team has comprehensive benefits and resources to thrive, both at work and at home.

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.

Following extensive monitoring, research, consideration of business implications, and advice from internal and external experts, GRAIL has made the decision to require all U.S. employees receive the COVID-19 vaccines as a condition of employment. “Full vaccination” is defined as two weeks after both doses of a two-dose vaccine or two weeks since a single-dose vaccine has been administered. Anyone unable to be vaccinated, either because of a sincerely held religious belief or a medical condition or disability that prevents them from being vaccinated, can request a reasonable accommodation.


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