[Remote] Federal Account Director

Note: The job is a remote job and is open to candidates in USA. Foundation Medicine is a global, patient-focused precision medicine company delivering high-quality, transformative diagnostic solutions in cancer and other diseases. The Federal Account Director is responsible for developing and expanding business opportunities with the VA and Department of Defense accounts, driving growth and establishing relationships to ensure access and reimbursement for the company’s products and services.

Responsibilities

• Develop, lead, and execute national account strategies across assigned federal accounts, aligned with enterprise objectives
• Use market intelligence, utilization data, and performance trends to set federal account priorities, guide resource allocation, and shape strategic initiatives
• Build, expand, and maintain trusted relationships with key federal account stakeholders, including clinical, pathology, operational, and administrative leadership
• Represent FMI at national federal conferences and forums to strengthen brand presence, thought leadership, and strategic pipeline for federal accounts
• Create and maintain compliant Account Executive access aligned with current federal contracts
• Serve as an escalation point for contract interpretation, access challenges, and compliance questions impacting field sales and other FMI departments
• Define and drive pull-through strategies in partnership with internal stakeholders to enable effective field sales execution and sustained FMI product adoption in federal accounts
• Remove access or workflow barriers, and ensure consistency between federal national strategy and local execution
• Serve as the voice of the federal customer internally, translating feedback and market dynamics into actionable insights and improvement plans (e.g., new product offerings, VA portal configuration, internal pathology workflows, client services processes)
• Monitor national federal account performance (utilization, revenue, product mix, engagement, customer satisfaction), generate insights from key metrics and trends, and adjust strategies to optimize outcomes in evolving regulatory, legal, and healthcare landscapes while driving KPI accountability
• Partner with internal FMI stakeholders to ensure compliant execution of Veterans Affairs national contract
• Establish and maintain a positive and collaborative environment with cross-functional departments within FMI to achieve company objectives
• Demonstrate core level knowledge of Foundation Medicine, its competitors, our current and future contracts and working successfully in the Federal Channel
• Other projects or duties as periodically assigned

Skills

• Bachelor's Degree
• 12+ years of experience managing accounts at the regional or national level or 8 years and a Master's degree; or a PhD with 5 years' experience; or equivalent experience
• 5 + years federal account experience
• Prior key account management
• Deep understanding of the rules of promoting within federal accounts
• Established key contacts at the national, regional and hub facility levels in both Veteran's Association and Department of Defense
• Experience networking within federal conferences
• Commitment to travel up to 60% of time
• Strong interpersonal skills that include excellent skills in written communication, oral communication, collaboration, and problem solving with other departments and colleagues
• Understanding of HIPAA and the importance of privacy of patient data
• Commitment to reflect FMI's values: Integrity, Passion, and Courage

Company Overview

Company H1B Sponsorship