Strategic Account Manager - North Texas

Field-based role focused on direct customer engagement, delivering Foundation Medicine’s products and services to regionalized health systems, academic medical centers, integrated delivery networks, and complex physician networks. Responsible for maintaining and expanding relationships while driving sales volume.

Responsibilities

• Meet and exceed quarterly and annual sales quotas for FMI’s product portfolio.
• Manage and grow relationships with key decision makers within defined strategic accounts; maintain trust-based relationships that reinforce FMI as partner of choice.
• Identify and set account commercial strategies based on assessment of account, regional market, clinical, financial, and reimbursement considerations.
• Create and execute strategic account business plans that deliver comprehensive solutions to drive engagement and systemic adoption of FMI portfolio.
• Adapt plans to meet ongoing changes in the landscape, including pull-through of national strategies (e.g., AMC, pathology, community).
• Identify and execute contracting opportunities within defined accounts.
• Collaborate with Account Executives and Customer Experience Executive team members to ensure optimal pull-through of strategic account plans, including coverage of child-level/satellite accounts and individual HCPs.
• Define customer-level engagement plans, including separate and shared engagement points (e.g., clinical champions influencing both system-level decisions and patient cases).
• Educate and pull-through reimbursement and billing services at the local level.
• Partner with Sales, Operations, Payer Team, and broader commercial teams to broaden and deepen strategic relationships.
• Conduct periodic strategy account plan review meetings to communicate milestones, accomplishments, and insights with regional leadership and cross-functional teams.
• Proactively identify and act upon industry trends, issues, and challenges impacting long-term strategy and performance.
• Facilitate resolution of difficult issues with customers or senior management using political savvy.
• Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunities.
• Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
• Collect and integrate competitor information (e.g., brand strengths/weaknesses, share, go-to-market strategy, pricing, differentiation) into business plans and presentations.
• Travel within assigned territory (daily) and to company meetings (bi-annually), with a 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 experience in the diagnostics or life sciences industry, focusing on major accounts and IDNs, or equivalent experience in a complex clinical setting working with physicians and patients.
• Demonstrated track record of success managing complex key accounts and IDNs, including influencing key decision makers, C-Suite selling, and strategic planning.
• History of proven results and successful performance, including achievement of sales plans.
• Lives within or commits to living within the defined region and centrally located to defined accounts.

Preferred Qualifications

• Master’s degree in business or healthcare-related field.
• 10+ years of direct selling experience in diagnostics or life sciences.
• 8+ years of demonstrated success selling oncology-based tests or products to medical oncology, urology, and/or pathology in complex systems.
• Accurate forecasting capabilities throughout the sales cycle.
• CRM proficiency (Salesforce.com beneficial).
• Proficient with MS Office (Word, Excel, PowerPoint).
• Familiarity with different sales techniques and pipeline management.
• Demonstrated success with customers within the defined territory.
• Strong organizational skills and attention to detail.
• Ability to prioritize and mobilize strategic plans, work independently, and collaborate in a fast-paced, cross-functional team environment.
• Ability to work under pressure while maintaining professionalism and adaptability to changing procedures and environments.
• Exceptional communication and consultative skills for solutions-based selling.
• Proven negotiation skills for contracts and key customer processes.
• Excellent listening, verbal, and written communication skills.
• Demonstrated leadership, training, or coaching within an organization.
• Understanding of HIPAA and the importance of patient data privacy.
• Commitment to reflecting FMI’s values: Integrity, Courage, and Passion.

Pay

The expected salary range for this position is $150,400 - $188,000 per year, commensurate with education, training, experience, external market conditions, and internal equity. A discretionary annual bonus may be available based on individual and company performance.

Benefits

This position qualifies for Foundation Medicine's benefits.