Senior Director, Sales & Commercial Excellence — CareDx Testing Services

CareDx, Inc. is a leading precision medicine solutions company focused on the discovery, development, and commercialization of clinically differentiated, high-value healthcare solutions for transplant patients and caregivers. CareDx offers products, testing services, and digital healthcare solutions along the pre- and post-transplant patient journey, and is the leading provider of genomics-based information for transplant patients.

The Senior Director, Sales & Commercial Excellence will build, govern, and scale the sales “motions” that drive Testing Services revenue growth and field effectiveness—including Account Business Plans (ABPs), Executive Exchanges, and Speaker Program pull-through. This leader will operationalize strategy, ensure compliance and governance across programs, and raise efficiency & effectiveness by standardizing ways of working, analytics, enablement, and continuous improvement—so our sales organization consistently executes with clarity, quality, and speed.

Transplant programs are marquee, highly specialized services within U.S. health systems—organized by organ and subject to significant quality and regulatory oversight. CareDx is recognized by clinicians and centers for its longstanding presence and trusted partnership. This role turns that trust into disciplined, scalable commercial execution that accelerates adoption, improves outcomes, and grows testing volume.

Key Responsibilities

Strategy & Governance

• Own the Sales & Commercial Excellence roadmap (Testing Services) aligning objectives, standards, and cadences for ABPs, Executive Exchanges, and Speaker Program activation.
• Establish governance (charters, RACI, SOPs, success criteria) and integrate with CareDx policies and code of conduct for compliant execution.
• Lead quarterly Commercial Excellence reviews with Sales Leadership, Marketing, Medical Affairs, Customer Experience, and Commercial Ops.

Sales Motions & Program Operations

• Standardize Account Business Plan templates, quality standards, submission windows, and review cadences; drive adoption across regions/roles.
• Build and scale Executive Exchange forums with KOLs and C-suite stakeholders; define target lists, pre-read packs, meeting scripts, and outcomes trackers.
• Operationalize Speaker Programs (topic map, speaker bench, compliant invite & honoraria workflows) and measure pull-through to testing adoption.

Enablement & Ways of Working

• Partner with CT&D to embed Salesforce/Altify “Ways of Working” (stakeholder maps, opportunity plans, cadence dashboards) and reinforcement learning.
• Create field playbooks (territory planning, call cadences, data reviews) and coaching toolkits for RDs; integrate into Field Visits & Coaching Reports.

Insights & Analytics

• Define KPI suites (ABP coverage/quality, executive exchange cadence & outcomes, speaker program ROI, adoption of WoW), plus Testing Services metrics (patient/test capture, tests-per-patient, QoQ growth, % paid tests).
• Partner with Commercial Ops to deliver dashboards and scorecards for leaders and reps; run monthly readouts and corrective action plans

Compliance & Risk Management

• Ensure program SOPs follow CareDx compliance standards (conflicts of interest, interactions, documentation, and audit trails).
• Coordinate with HR/Legal/Medical for speaker eligibility, content approval, and fair-market value processes.

Cross-Functional Leadership

• Orchestrate collaboration with Marketing, Medical Affairs, Customer Experience, Digital Solutions, Pharmacy, and Sales Ops to enable seamless account execution.
• Drive change management across regions through communication plans, training, lighthouse pilots, and scale-up governance.

Shape

• Success Measures (12–18 months)
• ABP excellence: 95%+ ABP coverage; ≥80% scoring “Meets/Exceeds” quality; quarterly update cadence met.
• Executive Exchanges: Targeted KOL/C-suite exchange cadence achieved (e.g., ≥2 per priority account per half); documented outcomes leading to testing volume growth.
• Speaker Program pull-through: ≥25% increase in qualified attendees; ≥15% uplift in relevant testing adoption in 90–120 days post-program.
• Testing Services KPIs: Improve patient capture by ~10 pts; increase tests-per-patient (ASK/HeartCare/ASL targets); grow % paid tests by +10% vs. baseline.
• WoW & Analytics adoption: 90%+ active use of Altify maps; monthly territory analytics reviews completed with actions logged.

Qualifications

• 12+ years in Sales Excellence/Commercial Operations within diagnostics/medtech/biopharma; 5+ years leading national programs or field enablement.
• Deep familiarity with transplant ecosystem and health-system sales cycles; proven experience orchestrating cross-functional commercial programs.
• Expertise in CRM (Salesforce), Altify, analytics and dashboarding; strong program management and change leadership.
• Demonstrated ability to build compliant, scalable speaker and executive engagement programs.
• Exceptional communication, executive presence, and stakeholder management

Additional Details: 

Every individual at CareDx has a direct impact on our collective mission to improve the lives of organ transplant patients worldwide. We believe in taking great care of our people, so they take even greater care of our patients. 

Our competitive Total Rewards package for US Employees includes:

• Competitive base salary and incentive compensation
• Health and welfare benefits, including a gym reimbursement program
• 401(k) savings plan match
• Employee Stock Purchase Plan
• Pre-tax commuter benefits
• And more!
• Please refer to our page to view detailed benefits at https://caredx.com/company/careers

In addition, we have a Living Donor Employee Recovery Policy that allows up to 30 days of paid leave annually to a full-time employee who makes the selfless act of donating an organ or bone marrow.

With products that are making a difference in the lives of transplant patients today and a promising pipeline for the future, it’s an exciting time to be part of the CareDx team. Join us in partnering with transplant patients to transform our future together.

CareDx, Inc. is an Equal Opportunity Employer and participates in the E-Verify program.

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