About this National Accounts Director role at Heartflow
Heartflow is a medical technology company advancing the diagnosis and management of coronary artery disease, the #1 cause of death worldwide, using cutting-edge technology. The flagship product—an AI-driven, non-invasive cardiac test supported by the ACC/AHA Chest Pain Guidelines called the Heartflow FFRCT Analysis—provides a color-coded, 3D model of a patient’s coronary arteries indicating the impact blockages have on blood flow to the heart. Heartflow is the first AI-driven non-invasive integrated heart care solution across the CCTA pathway that helps clinicians identify stenoses in the coronary arteries (RoadMap™Analysis), assess coronary blood flow (FFRCT Analysis), and characterize and quantify coronary atherosclerosis (Plaque Analysis). Our pipeline of products is growing and so is our team; join us in helping to revolutionize precision heartcare.
Heartflow is a publicly traded company (HTFL) that has received international recognition for exceptional strides in healthcare innovation, is supported by medical societies around the world, cleared for use in the US, UK, Europe, Japan and Canada, and has been used for more than 500,000 patients worldwide.
This position will direct sales efforts to drive adoption of the Heartflow One Platform in a high value subset of Heartflow customers including 5-10 strategic accounts as well as several IDN or Regional/National accounts. This will include achieving/exceeding forecasted revenue, onboarding/upgrading/new product and unit targets, building a pipeline of expansion sites within assigned accounts, working with Implementation to ensure onboarding of new site, conducting stakeholder analyses, and driving the sales strategy tailored to each account.
The position will also hold responsibility for acquiring and communicating stakeholder “voice of customer” feedback from accounts. The Director of Strategic Accounts will also be a critical advisor to Heartflow’s cross-functional teams including but not limited to commercial operations, marketing, market development, and finance teams. This role will coordinate closely with the SVP of Strategic Accounts and sales leaders to build, optimize and execute account growth plans, activities and initiatives. Finally, this position will have responsibility for expanding and protecting the Heartflow One Platform in the 5-10 strategic accounts and several IDN or Regional/National Accounts.
The National Accounts Director will be responsible for thwarting any competitive advances by coordinating with regional leadership and local sales representatives. The job will require travel, up to 75%.
Job Responsibilities:
- Ensure communication and alignment across the various functional teams within the organization to establish and execute plans addressing the following areas for assigned accounts as noted above:
- Quarterly Program Reviews
- Identify Resource Gaps / Timeline Risks
- Product Adoption and User Feedback
- Functional Alignment
- Go-live activities of new products as well as drive utilization of Heartflow One products.
- Consider implications of customer / market research findings and VoC input to refine business model and provide necessary input for requirements to be translated into / incorporated in product roadmap by Product Management.
- Identify functional “intersections” or co-dependencies necessary to achieve goals.
- Collaborate with Commercial organization and Heartflow leadership to develop detailed plans for account penetration. Voice of Customer: Gather deep “voice of customer” input to guide product development and market strategy. Develop productive relationships with customers while integrating the local field team as appropriate and ensuring tactical execution and coordination.
- Deliver revenue, onboarding/upgrade/new product and unit targets for assigned targeted accounts.
- Develop volume/revenue forecasts for assigned accounts.
- Develop productive relationships with customers while integrating the local field One Team (RVPs, RBMs, TSMs, TAMs, Implementation, Managers, Clinical Field Specialists, Solutions Engineering) as appropriate and to ensure tactical execution and coordination.
- Advocate and coordinate valuable project opportunities advancing appropriate usage of the Heartflow One Platform.
Skills Needed:
- Knowledge/experience developing and implementing go-to-market plans for new diagnostic or therapeutic areas in US.
- Deep understanding of hospital economics, radiology and cardiovascular disease and relationships with practitioners in these specialties.
- Knowledge/experience in physician education regarding new technologies.
- Knowledge/experience with gathering and communicating stakeholder input for customer satisfaction purposes.
- Knowledge/experience with sales force education and effectively coordinating across multiple functions within an organization.
- Familiarity with US reimbursement processes and pathways.
- High quality written and oral communication.
- Excellent leadership; ability to work in a fast-paced adaptive environment; self-starter and strong team player required.
Educational Requirements & Work Experience:
- Bachelor’s Degree / MBA preferred
- A minimum of 10 years’ experience in diagnostic or therapeutic healthcare business, in roles involving Product Development, Product Management, Market Access, Upstream Marketing, Customer Support, and / or Business Development.
The base salary is 200,000 plus variable/commission. The total target compensation for this role is $350,000, however there is no cap on variable pay. Heartflow offers a robust benefits package. #LI-KS1