VP, Strategic Customer Group
Foundation Medicine · United States · $314,500–$373,350 (stated in the posting)
About the Job:
The VP, Strategic Customer Group is a senior commercial leader responsible for defining and executing an integrated strategy across Clinical strategic customers including national accounts, health systems, and payer organizations. This role brings together market access, payer strategy, and enterprise account management to ensure broad access, sustainable revenue growth, and strong strategic partnerships.
This position operates as a key member of the Clinical Commercial Leadership Team, leading end-to-end, cross-functional efforts to align account strategy, customer engagement, contracting, and reimbursement into a unified approach that drives customer value and organizational performance.
The VP, Strategic Customer Group is accountable for developing enterprise-level external relationships at the C-suite and economic buyer level, influencing coverage and adoption decisions, and ensuring execution of strategies that support both patient access and financial objectives.
Key Responsibilities:
- Strategic Leadership & Integration
- 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
- National Account Management
- 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
- Revenue, Access & Performance Management
- 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
- Market Access, HEOR & Value Strategy
- 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
- Team Leadership & Organizational Development
- 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
Qualifications:
Basic Qualifications:
- Bachelor’s degree required (advanced degree preferred)
- 15+ years of experience in commercial, payer strategy, market access, or related healthcare leadership roles
- 7-10+ years of experience leading high-performing teams
Preferred Qualifications:
- 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
The expected salary range for this position based on the primary location of Remote is $314,500 - $373,350 per year. The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.
#LI-Remote