About this role.
This is a field-based oncology diagnostics Account Manager role responsible for expanding adoption of Natera's testing portfolio across healthcare institutions in an assigned Japanese territory. The position works through local distributors while directly developing relationships with oncologists, surgeons, pathologists, laboratory directors, and hospital stakeholders. Key work includes territory planning, clinical product education, account growth, distributor enablement, CRM reporting, and adherence to HIPAA/PHI and corporate requirements. The role requires at least four years of healthcare sales, strategic account management, or business-development experience and involves up to 80% business travel. Success depends on achieving volume or revenue objectives while navigating complex clinical and institutional buying processes.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment accounts by patient volume, clinical fit, current testing workflow, decision-making structure, and growth potential. I would then establish account-specific objectives, map clinical and economic stakeholders, align priorities with distributor representatives, and use a regular review cadence to adjust activity based on adoption and pipeline results.
I would create joint account plans with clear roles, target lists, activity expectations, and measurable milestones. I would equip representatives with clinical and commercial messaging, join high-value customer meetings, and use CRM reporting to identify gaps, remove obstacles, and keep both parties accountable to the shared plan.
I would first understand their patient population, current care pathway, evidence requirements, operational constraints, and financial concerns. I would tailor the discussion to relevant clinical evidence and workflow value, address questions transparently, and agree on practical next steps such as education sessions, stakeholder follow-up, or an implementation discussion.
I would explain the baseline performance issue, the root-cause analysis, and the targeted actions taken, such as rebuilding stakeholder alignment, improving training, changing account segmentation, or increasing follow-up discipline. I would quantify the result and highlight how I made the improvement sustainable through a repeatable account plan.
I follow company policies, privacy requirements, and approved systems for all customer interactions and documentation. I avoid unnecessary access to patient information, use only authorized communication channels, complete required training, and promptly escalate any potential compliance concern to the appropriate internal team.
The Account Manager (AM) is responsible for driving adoption and growth of Natera’s oncology testing portfolio within oncology centers, university hospitals, general hospitals, and outpatient clinics in the community setting across an assigned geographic territory.
Reporting directly to the National Director of Sales, the AM will work through local distributor(s) and their representatives to achieve defined volume and/or revenue targets. This role requires strong strategic account management, distributor collaboration, and the ability to build long-term partnerships with healthcare providers and institutions. The AM will work remotely within their designated territory, with up to 80% business travel required to meet customers and distributor partners.
Key Responsibilities
1. Territory & Account Strategy
– Develop and implement business plans tailored to the assigned territory with support from the National Director of Sales , with a focus on oncology centers, university hospitals, general hospitals, and outpatient clinics.
– Partner with distributor management and representatives to prioritize accounts and drive adoption of Natera’s oncology portfolio.
– Build strong, long-term partnerships with surgeons, gastroenterologists, oncologists, pathologists, and laboratory directors.
2. Sales Execution
– Achieve or exceed volume and/or revenue targets within the assigned territory.
– Align with distributor reps on sales initiatives and ensure effective execution.
– Deliver persuasive presentations and product education to physicians, healthcare providers, and hospital committees.
3. Customer Engagement & Support
– Act as a trusted advisor to healthcare providers, understanding their needs and aligning Natera’s portfolio to their clinical and business priorities.
– Provide ongoing education and follow-up support to ensure high customer satisfaction and adoption.
– Support distributor reps in strengthening customer relationships.
4. Market Insights & Collaboration
– Monitor competitive activity, customer dynamics, and market trends in the assigned territory.
– Share insights with the National Director of Sales and distributor leadership to refine strategies.
– Collaborate with marketing, operations, and medical affairs to enhance distributor effectiveness and customer engagement.
5. Compliance & Reporting
– Ensure strict adherence to HIPAA/PHI, corporate policies, and regulatory requirements.
– Maintain accurate records of account activities and performance in Salesforce CRM.
– Provide regular updates on sales progress, opportunities, and challenges to the National Director of Sales.
Qualifications and Experience
Education:
– Bachelor’s degree in Business, Life Sciences, or related field (MBA a plus).
Experience:
– Minimum of 4 years of experience in sales, strategic account management, or business development within the healthcare industry.
– Strong track record of achieving sales targets, ideally in oncology or diagnostics.
– Background in oncology, diagnostics, or medical devices preferred.
– Experience working with or through distributor networks strongly preferred.
Skills and Competencies:
– Proven ability to drive revenue and volume growth.
– Excellent communication, negotiation, and relationship-building abilities.
– Ability to influence and collaborate effectively with distributor partners.
– Proficiency with Salesforce, Excel, PowerPoint, and digital engagement tools.
OUR OPPORTUNITY
Natera™ is a global leader in cell-free DNA (cfDNA) testing, dedicated to oncology, women’s health, and organ health. Our aim is to make personalized genetic testing and diagnostics part of the standard of care to protect health and enable earlier and more targeted interventions that lead to longer, healthier lives.
The Natera team consists of highly dedicated statisticians, geneticists, doctors, laboratory scientists, business professionals, software engineers and many other professionals from world-class institutions, who care deeply for our work and each other. When you join Natera, you’ll work hard and grow quickly. Working alongside the elite of the industry, you’ll be stretched and challenged, and take pride in being part of a company that is changing the landscape of genetic disease management.
WHAT WE OFFER
Competitive Benefits – Employee benefits include comprehensive medical, dental, vision, life and disability plans for eligible employees and their dependents. Additionally, Natera employees and their immediate families receive free testing in addition to fertility care benefits. Other benefits include pregnancy and baby bonding leave, 401k benefits, commuter benefits and much more. We also offer a generous employee referral program!
For more information, visit www.natera.com.
Natera is proud to be an Equal Opportunity Employer. We are committed to ensuring a diverse and inclusive workplace environment, and welcome people of different backgrounds, experiences, abilities and perspectives. Inclusive collaboration benefits our employees, our community and our patients, and is critical to our mission of changing the management of disease worldwide.
All qualified applicants are encouraged to apply, and will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, disability or any other legally protected status. We also consider qualified applicants regardless of criminal histories, consistent with applicable laws.
If you are based in California, we encourage you to read this important information for California residents.
Link: https://www.natera.com/notice-of-data-collection-california-residents/
Please be advised that Natera will reach out to candidates with a @natera.com email domain ONLY. Email communications from all other domain names are not from Natera or its employees and are fraudulent. Natera does not request interviews via text messages and does not ask for personal information until a candidate has engaged with the company and has spoken to a recruiter and the hiring team. Natera takes cyber crimes seriously, and will collaborate with law enforcement authorities to prosecute any related cyber crimes.
For more information:
– BBB announcement on job scams
– FBI Cyber Crime resource page
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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