[Remote] VP, Strategic Customer Group

Note: The job is a remote job and is open to candidates in USA. Foundation Medicine is hiring a VP, Strategic Customer Group to lead an integrated commercial strategy across clinical strategic customers, including national accounts, health systems, and payer organizations. The role oversees market access, payer strategy, enterprise account management, customer relationships, contracting, reimbursement, revenue performance, and team development to advance access and growth.

Responsibilities

• Define and lead a unified strategic vision across payer, reimbursement, and national account segments to maximize access, utilization, and revenue growth
• Establish and execute integrated customer strategies that align HEOR, market access, and national account plans
• Serve as a key contributor to enterprise commercial strategy, ensuring alignment with corporate financial and growth objectives
• Act as a change agent to drive cross functional alignment, transformation, and disciplined execution across the Commercial organization and FMI stakeholders
• Lead relationships with strategic customers including national health systems, integrated delivery networks (IDNs), federal accounts, GPOs, and payer organizations
• Build and maintain senior-level relationships with key decision-makers, including C-suite executives and economic buyers
• Negotiate and manage complex national and regional contracts to ensure access, coverage, and favorable financial outcomes
• Serve as a strategic liaison between customers and internal stakeholders to address complex business, clinical, and financial considerations
• Drive revenue growth through integrated contracting, pricing, and reimbursement strategies
• Oversee forecasting, financial modeling, and analytics to assess contract performance, market opportunity, and revenue trends
• Ensure that customer strategies translate into measurable outcomes including growth, profitability, customer satisfaction, and market penetration
• Partner with Finance and Accounting to ensure accurate revenue recognition, compliance, and reporting
• Lead development of value propositions, evidence strategies, and reimbursement frameworks that demonstrate clinical and economic impact to advance FMI’s portfolio
• Ensure alignment of HEOR insights with contracting, pricing, and customer engagement strategies
• Stay current on payer policy, healthcare reform, and market dynamics to inform strategy and anticipate industry changes
• Build, lead, and develop a high-performing team across national accounts, payer strategy, market access, and reimbursement functions
• Foster a collaborative, results-oriented culture with strong cross-functional partnership across key stakeholders including Clinical Commercial and BioPharma departments, Product, Medical Affairs, Finance, and Legal
• Establish clear goals, metrics, and accountability frameworks to track performance and drive execution
• Coach and develop leaders within the organization to strengthen capabilities and succession planning
• Comply with FMI's attendance policies

Skills

• Bachelor's degree required
• 15+ years of experience in commercial, payer strategy, market access, or related healthcare leadership roles
• 7-10+ years of experience leading high-performing teams
• Advanced degree preferred
• 15+ years of leadership experience in diagnostics, life sciences, or healthcare
• MBA or PHD degree
• Deep expertise in payer strategy, reimbursement, contracting, and health economics
• Proven track record negotiating and managing large-scale strategic contracts
• Proven track record establishing market access strategies in diagnostics
• Strong financial acumen with ability to analyze complex data and translate into actionable strategies
• Demonstrated success leading cross-functional initiatives in a matrixed environment
• Strong executive presence and ability to influence senior internal and external stakeholders
• Experience working with national accounts, payer organizations, or complex healthcare systems
• Commitment to FMI values and ability to foster a high-performance, inclusive culture
• Understanding of HIPAA and the importance of patient data privacy
• Commitment to reflect FMI's values: Integrity, Courage, and Passion

Benefits

• A discretionary annual bonus may be available based on individual and Company performance.

Company Overview

• Foundation medicine is a molecular information company developing clinical diagnostic tests that facilitates personalized cancer therapies. It is a sub-organization of Roche. It was founded in 2010, and is headquartered in Boston, Massachusetts, USA, with a workforce of 1001-5000 employees. Its website is http://www.foundationmedicine.com.

Company H1B Sponsorship

• Foundation Medicine has a track record of offering H1B sponsorships, with 15 in 2026, 26 in 2025, 41 in 2024, 30 in 2023, 36 in 2022, 41 in 2021, 45 in 2020. Please note that this does not guarantee sponsorship for this specific role.