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Director, Integrated Delivery Networks

Company: Adaptive Biotechnologies
Location: Seattle
Posted on: September 17, 2020

Job Description:

We are looking for curious, passionate people with a shared desire to advance science and enable a new dimension of healthcare that will open new possibilities for patients.

Every immune system has a story to tell— the key is knowing how to listen. Our goal is to meaningfully improve people’s lives by learning from the wisdom of their adaptive immune systems. It’s a bold objective that we’re uniquely built to achieve.

At Adaptive, you'll be challenged, you'll be inspired, and you'll be part of an innovative organization making a real impact on improving the quality of life globally. No matter what your role is, you'll find a diverse, team-driven, fun culture where your contributions truly count.

Position Overview

The Director, IDNs, will focus on targeted, integrated delivery systems (IDN) and be responsible for creating a successful partnership between Adaptive and IDNs, while leading a team of IDN Account Managers. The Director positions the value of Adaptive to account senior leadership to create business partnerships. This position requires strong account management and market access knowledge to develop and execute business account strategies designed to grow and develop the clonoSEQ business.

The person will ultimately be responsible for achieving the revenue for the assigned IDNs, leading all activities to achieve IDN account goals. 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. They will be responsible for the IDN Commercial payer, Hematology, Oncology, Pathology, Purchasing, C-Suite, and all other key decision makers within the IDN.

Also, this position will provide critical competitive intelligence within the marketplace to Vice President, North American Strategic Accounts. The person will also provide updates, direction, and input to the Diagnostic leadership team. The ultimate goal of the position is to achieve access, system placement and demand generation for clonoSEQ, establish Adaptive market access presence in targeted IDNs through strategic partnerships as well as promote/implement various programs and services in coordination with the overall commercial team.

The Director, IDNs, will report to the Vice President, North American Strategic Accounts.


100% IDN Focus (Hematology/Oncology/C-Suite/Managed Care/Reimbursement Staff/Pathology)

Establish critical relationships with a variety of stakeholders within their geography: IDN Managed Care Medical Directors, Pathology Director, Oncology KOL, C-Suite executives, Reimbursement Director, etc.

Partner with executives (CEO/COO/CMO/CNO/Quality) of targeted IDNs to create mutually beneficial business relationships.

Demand generation responsibility for 6-12 IDN’s, measured against commercial goals.

Accountable for the impact the IDNs has on the overall commercial goal.

Drive/negotiate and implement innovative contracts and brand strategies; coordinate pull-through activities.

Responsible for all promotional activities developed and implemented within their assigned IDN’s, which includes field execution.

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 strategic planning processes:

Partners with the East/West Directors of KAMS, 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 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 guide and ensure business strategies are adapted to maximize opportunities and reduce threats

Assesses and coaches individual and team performance to exceed business goals”

Evaluates and monitors account plans, contracting strategies, and performance

Provides guidance and coaches IDN Account Managers on knowledge of, access to, and the ability to influence all key stakeholders in targeted accounts.

Coaches IDN AMs 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 IDN AMs 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 IDN AMs’ 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

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

Models commitment to organizational changes in words and action

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

Develops and executes robust Business Account Plans

Develops customer-centric account plans, customer interactions, leveraging multidisciplinary capabilities and resource allocation to provide value to the customer and Adaptive’s objectives

Identifies partnership/business opportunities with targeted IDN accounts through customers visits and 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 dynamics

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

Other Duties as assigned


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

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

Minimum of 12 years’ experience in oncology/hematology, biotech, life science, or diagnostic sales. Oncology lab service background a plus.

Minimum of 5 years’ experience in account management and oncology/hematology marketplace

Demonstrated strategic thinking and 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)

Additional oncology/hematology broad-based experience valued: sales operations, sales training, marketing, and sales management

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

Exceptional business acumen and understanding of community oncology landscape

Clinical knowledge and proficient in selling in clinical oncology/hematology marketplace

Ability to establish relationships with high-level Executive and Management personnel

Strong understanding of the reimbursement environment in the oncology/hematology marketplace

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

Experience with effective utilization of or similar CRM database

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

Work Environment

This is a field-based position. Travel requirements may exceed 60%

Adaptive Biotechnologies is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Equal Opportunity Employer/Veterans/Disabled

NOTE TO EMPLOYMENT AGENCIES: Adaptive Biotechnologies values our relationships with our Recruitment Partners and will only accept resumes from those partners whom have been contracted by a member of our Human Resources team to collaborate with us. Adaptive Biotechnologies is not responsible for any fees related to resumes that are unsolicited or are received by any employee of Adaptive Biotechnologies who is not a member of the Human Resources team.

Are you legally authorized to work in the United States?  *

Will you now or in the future require visa sponsorship for employment at Adaptive Biotechnologies?  *

Compensation Expectations  *

Point of Data Transfer  *

The following notice applies if you are based in the European Union (EU)

When you apply to a job on this site, the personal data contained in your application will be collected by Adaptive Biotechnologies (“Adaptive”), which is located at 1551 Eastlake Ave E, Seattle, WA 98102 and can be contacted by emailing careers@adaptivebiotechcom. Adaptive’s data protection officer is Kate Godfrey, JD, CCEP, Vice President, Compliance and Privacy Officer, who can be contacted at Your personal data will be processed for the purposes of managing Adaptive’s recruitment related activities, which include but is not necessarily limited to setting up and conducting interviews and tests for applicants, evaluating and assessing the results thereto, and as is otherwise needed in the recruitment and hiring processes. Such processing is legally permissible under Art. 6(1)(f) of Regulation (EU) 2016/679 (General Data Protection Regulation) as necessary for the purposes of the legitimate interests pursued by Adaptive, which includes the solicitation, evaluation, and selection of applicants for employment.

Your personal data will be shared with Greenhouse Software, Inc., a cloud services provider located in the United States of America and engaged by Controller to help manage its recruitment and hiring process on Adaptive’s behalf. Accordingly, if you are located outside of the United States, your personal data will be transferred to the United States once you submit it through this site. Because the European Union Commission has determined that United States data privacy laws do not ensure an adequate level of protection for personal data collected from EU data subjects, the transfer will be subject to appropriate additional safeguards under [either the standard contractual clauses or the Privacy Shield. You can obtain further information on the transfer mechanisms that Adaptive uses by requesting a copy directly from Adaptive’s data privacy officer.

To the extent the GDPR applies and requires it: (1) Your personal data will be retained by Adaptive and its processor(s), as long as Adaptive determines it is necessary to evaluate your application for employment; (2) you have the right to request access to your personal data, to request that your personal data be rectified or erased, and to request that processing of your personal data be restricted; (3) You also have to right to data portability as defined in the GDPR; and (4). you may lodge a complaint with an EU supervisory authority.


Are you an EU resident?  *

U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at Adaptive Biotechnologies are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary . Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Gender Are you Hispanic/Latino? Please identify your race Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Veteran Status Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability Why are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at .

How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:


Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS

Blind or low vision


Cardiovascular or heart disease

Celiac disease

Cerebral palsy

Deaf or hard of hearing

Depression or anxiety



Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome

Intellectual disability

Missing limbs or partially missing limbs

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Disability Status 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at .

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Keywords: Adaptive Biotechnologies, Seattle , Director, Integrated Delivery Networks, Other , Seattle, Washington

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