The MCED Sales – Regional Business Director (RBD) is a senior sales leadership role responsible for driving regional MCED growth while owning strategic, executive-level customer relationships for Caris Detect. This role combines direct people leadership, player/coach execution, and enterprise account strategy. The RBD leads, coaches, and develops a team of 6–9 Account Managers and Early Detection Specialists, while owning relationships with a defined portfolio of strategic and complex accounts (e.g., academic medical centers, integrated delivery networks, executive health programs, and large group practices).
The MCED RBD is accountable for driving regional performance, including revenue, adoption, strategic account expansion, and execution of enterprise initiatives within the region. The role serves as a trusted advisor to senior customer leadership and a strategic partner to internal cross-functional teams, ensuring Caris Detect is embedded sustainably into clinical workflows and institutional strategies.
This role is responsible for identifying and communicating customer needs and requirements to ensure Caris maintains its leadership position in the market. The ideal candidate has a minimum of 5 years of prior people leadership experience and an understanding of the early detection, oncology, pathology, and/or diagnostics market.
- Meet or exceed regional Caris Detect sales revenue, adoption, and growth targets.
- Act as an extension of enterprise strategy by aligning national priorities with regional execution, while surfacing market insights, competitive intelligence, and customer feedback to inform sales strategy and leadership decisions.
- Analyze regional performance, pipeline, and utilization trends to identify growth opportunities and risks.
- Develop and lead Quarterly Business Reviews (QBRs) focused on sales strategy, forecasting, outcomes, and growth initiatives.
- Build, train, and lead a high-performing sales team by setting clear expectations, inspecting execution, and driving accountability to volume and revenue outcomes through clinical selling, strategic account planning, and executive engagement.
- Lead DTP and DTC engagement strategies that influence clinical decision‑making, drive appropriate test utilization, and support integration of Caris Detect into clinical care pathways.
- Develop and maintain core knowledge of internal and competitive products, services, technology solutions, and reimbursement/billing.
- Establish and maintain senior-level relationships with new and existing strategic accounts (e.g., CEO, CMO, COO, CFO, Directors, and Lab Leadership).
- Serve as a strategic partner to internal stakeholders across Sales, Marketing, Medical Affairs, Operations, Laboratory, IT, and Payer teams.
- Submit required administrative documentation (e.g., travel itineraries, trip reports, activity reports, monthly reports, expenses, and service reports) accurately and in a timely manner.
- Maintain all assigned company assets in accordance with company policies.
- Bachelor’s degree from an accredited university (life sciences, business, or related field).
- 5+ years of experience in early detection, oncology diagnostics, precision medicine, or complex healthcare sales.
- 5+ years of proven people leadership experience with direct accountability for team performance.
- Strong understanding of physician relationships, clinical needs, and how to deliver service and technology solutions that support oncology care.
- Demonstrated success managing strategic or enterprise healthcare accounts.
- Ability to work effectively in a complex, matrixed, and collaborative environment.
- Strong communication, interpersonal, and relationship-building skills, with the ability to influence and collaborate across all levels of the organization.
- Highly self-directed with strong analytical and organizational skills, capable of managing multiple priorities and meeting deadlines.
- Proficiency with CRM systems, reporting tools, and Microsoft Office Suite.
- Proven abilities in problem management, process analysis, and root cause analysis.
- Understanding of healthcare-related business policies and practices.
- Valid driver’s license, clean driving record, reliable vehicle, and automobile insurance that meets Caris requirements.
- Ability to spend approximately 50% of time in the field meeting with direct reports, clients, and prospects.
- Experience with early detection or diagnostic technologies.
- Experience in strategic account and/or project management.
- Experience working with academic medical centers, large IDNs, or national longevity concierge care networks.
- Ability to sit, stand, and/or work at a computer for extended periods.
- Visual acuity and analytical ability to distinguish fine detail.
- Completion of all job-specific, safety, and compliance training as assigned based on role responsibilities.
- This position requires periodic travel and may include evenings, weekends, and/or holidays.