Senior Director, National Payer Accounts

Position Overview

The Senior Director National Payer Accounts plays a pivotal role in positioning Adaptive as a trusted partner to payers advancing precision and value-based care. This leader will develop and execute coverage and contracting strategies with national and regional payersincluding regional Blues regional Independents HTAs and Laboratory Benefits Managersto expand patient access to clonoSEQ and future diagnostic tests across the United States. The role also drives initiatives to embed Adaptives technologies within payer value-based care pathways nationwide. This is a highly visible position within Adaptive responsible for identifying developing and managing strategic relationships with payers and organizations that influence payer decision-making.

The ideal candidate brings a proven record of securing favorable medical policy and driving adoption with U.S. commercial payers for innovative diagnostics medical devices or therapies. Success in this role requires a balanced blend of business acumen payer negotiation expertise and clinical aptitudeincluding understanding oncology diseases and treatment pathways and the role of personalized medicine in patient care.

Were seeking a leader with strong analytical and quantitative skills exceptional critical thinking and the ability to translate complex data into clear compelling narratives for both technical and non-technical audiences. As a leader youll model Adaptives Core Values and Leadership Principlessetting and aligning goals providing thoughtful mentorship and consistent feedback fostering accountability and creating an environment of belonging respect and open communication that enables the Market Access team to thrive and deliver results.

Leaders at Adaptive demonstrate behaviors consistent with Adaptives Core Values and Leadership Principles. Critical functions of your role include helping establish individual team member goals aligning those individual goals with broader team objectives and ensuring those objectives drive the achievement of company goals. Providing thoughtful coaching and consistent feedback to your team members will drive performance excellence and accountability as well as support your team members growth and development. Leaders at Adaptive create an environment of belonging respect and open and honest communication every day.

Key Responsibilities and Essential Functions

• Set the payer strategy and vision for identified national and regional payer accounts; lead medical policy coverage and contracting approaches to expand access to clonoSEQ and future diagnostic tests developed by Adaptive.
• Own the contract lifecycle with identified national and regional payers: negotiate close implement and drive pull through-with clear operational handoffs and KPIs.
• Integrate Adaptive solutions into payer value based care programs and clinical pathways; design pilots with payers and scale proven models across geographies and lines of business.
• Build and deepen multilevel payer relationships (medical policy contracting clinical programs HTAs/LBMs) and with organizations that influence payer decisions.
• Develop account strategies for assigned payer targets; coach and direct the team to maximize coverage pricing and utilization outcomes.
• Create contracting plans and forecasts; perform rate/volume/ROI modeling that reflects regulatory requirements and reimbursement risk scenarios.
• Lead cross functional initiatives with Medical Affairs Value & Access Reimbursement Operations Legal & Compliance Sales and Strategic Accounts Marketing Regulatory/Quality Data Analytics and Account Operations.
• Serve as executive point of contact for complex negotiations aligning multiple decision makers and senior leadership to accelerate time to close.
• Provide voice of payer insights to internal teams on policy trends contract performance denials drivers and service levels; initiate corrective actions and content updates.
• Partner with Field Sales/Strategic Accounts to align regional plans deliver reimbursement training identify KoL advocates for payer policy support and enable adoption within assigned integrated healthcare systems.
• Plan and host payer engagements (executive briefings lab/site visits advisory sessions); represent Adaptive at industry meetings trade shows and scientific forums.
• Monitor industry regulatory scientific and competitive developments and incorporate learnings into strategy pricing and external positioning.
• Resolve payer account issues mobilizing internal experts to remove barriers to coverage pricing and adjudication; escalate systemic issues with action plans.
• Cultivate strategic external relationships (payer trade associations professional societies disease management organizations employer/broker channels) to shape policy and pathway adoption.
• Track and report performance (policy wins contracts executed covered lives ASP/denial trends cycle times) and adjust tactics based on results.
• All other duties as assigned.

Position Requirements (Education Experience Other)

Required

• Bachelors in a scientific or business discipline 17 years of related experience or
• Masters 14 years of related experience or
• PhD 10 years of related experience
• 15 years in the healthcare or laboratory industry with deep expertise in market access payer strategy or managed care.
• 5 years of people management experience including leading teams and developing talent.
• Proven record of securing coverage policies and executing contracts with national and regional payers including successful pullthrough.
• Demonstrated experience with innovative molecular diagnostics specialty oncology therapeutics (medical benefit) and/or medical device markets.
• Established influential relationships with key payer decisionmakers and industry stakeholders.
• Consistent achievement of or exceeding defined goals; success in complex payer negotiations (e.g. disruptive innovation adoption reversing contract terminations improving rates contracting for previously excluded services).
• Ability to lead and work effectively across Medical Affairs HEOR Legal Reimbursement and Commercial teams in a fastpaced matrixed environment.
• Strong project management financial analysis and communication skills; consultative selling expertise and relevant technical training.

Preferred

• Relevant advanced degrees and/or healthcare certifications
• Experience and a proven track record with personalized medicine products or services
• Experience with government payers ACO contracting coverage policy oncology specialty pharmacy employer group contracting health system contracting health economics.

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Compensation

Salary Range: $229500 - $344300

Other compensation elements include:

• equity grant
• bonus eligible
• Travel Requirement (25%)