Account Executive II - KNOXVILLE, TN

About the role

This is a field-based role with direct customer engagement on the Sales team within FMI’s Commercial operation. The Account Executive II drives sales volume for FMI’s suite of products and services while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.
• Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts, customer acquisition, and existing customer retention.
• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement in close alignment with Strategic Account Manager (SAM), as part of strategic account plans for SAM-led customer networks.
• Engage customers identified as AE-owned targets and closely coordinate with SAM on pull-through engagement for any shared customer engagement points.
• Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite) that are not SAM-led, and support engagement pull-through in SAM-led accounts.
• Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives).
• Identify trends through analytics, regular data reviews, and non-traditional data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities.
• Assess information relevant to sales, identify key issues/customer adoption barriers, and develop solutions through sales environment adjustments.
• Leverage an up-to-date, expert-level knowledge of product and market to inform territory strategy and sales decisions.
• Educate and pull through reimbursement and billing services at the local level.
• Interact with key stakeholders using skill and political savvy, including c-suite, oncologists, pathologists, urologists, administrators, and National Accounts.
• Conduct thorough customer analysis using available tools (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.) to identify potential new business opportunities.
• Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix to meet customer needs and provide long-term growth.
• Build and maintain positive relationships with key day-to-day customer contacts.
• Develop clear, concise, and compelling communication plans and customize messages to meet audience needs.
• Create effective sales presentations, respond to difficult questions, and overcome customer objections using contingency plans.
• Develop clear and concise presentations addressing complex issues and evaluate whether key messages were received and understood.
• Negotiate with customers to achieve buy-in and alignment with account plans.
• Develop new or unique approaches to address and prioritize new business opportunities and develop action plans to pursue accounts.
• Develop effective sales strategy based on understanding the goals, objectives, and motivations of key customer decision-makers.
• Recommend products and services mix that reflects a thorough understanding of customer priorities and objectives to grow Foundation Medicine’s business.
• Monitor and adhere to timelines for plans, adjusting based on changing customer or business needs.
• Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans.
• Integrate strong knowledge of brand strategy, trends, and performance information into customer plans.
• Integrate relevant competitor information into account plans and presentations.
• Utilize appropriate internal or external data sources to identify underlying trends in account data needed to address specific opportunities or issues.
• Conduct comprehensive SWOT analysis of Foundation Medicine, customers, and competition.
• Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations.
• Travel within assigned territory (daily, per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time.
• Comply with FMI's attendance policies.
• Perform other duties as assigned.

Requirements

• Bachelor’s Degree or equivalent experience.
• 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market or equivalent years working in a complex clinical setting with physicians and patients.
• History of proven results and successful performance, including achievement of sales plan.
• Lives within 50 miles of defined workload center of territory/accounts/HCPs.
• Commitment to travel within defined territory.

Preferred Qualifications

• 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market.
• Oncology and/or molecular diagnostic experience.
• Accurate forecasting capabilities throughout the sales cycle.
• CRM proficiency: Salesforce.com beneficial.
• Proficient with MS Office (e.g., Word, Excel, and PowerPoint).
• Familiarity with different sales techniques and pipeline management.
• Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology.
• Demonstrated track record of success with customers within the defined territory.
• Demonstrated attention to detail and strong organizational skills.
• Demonstrated experience handling multiple tasks at once.
• Ability to access priorities and mobilize a strategic plan.
• Ability to work independently as well as collaborate with peers in a fast-paced and cross-functional team environment.
• Ability to work well under pressure while maintaining a professional demeanor.
• Ability to adapt to changing procedures, policies, and work environment.
• Exceptional communication and consultative skills to employ solutions-based selling.
• Excellent listening, verbal, and written communication skills.
• Strong negotiation skills.
• Understanding of HIPAA and the importance of patient data privacy.
• Commitment to reflect FMI’s values: Integrity, Courage, and Passion.

Pay

The expected salary range for this position based on the primary location of Remote is $133,920 - $175,700 per year. A discretionary annual bonus may be available based on individual and Company performance.

Benefits

This position qualifies for Foundation Medicine's benefits.