Strategic Account Manager - South Central

About the role

A field-based role with direct customer engagement delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks, and complex physician networks. The position drives sales volume while cultivating and maintaining relationships with oncologists and other members of the extended cancer care community in targeted strategic accounts.

Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives 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 robust assessment of account, regional market, clinical, financial, and reimbursement considerations.
• Create and execute strategic account business plans that deliver comprehensive solutions to customers to drive engagement and systemic adoption of FMI portfolio.
• Pull-through of national strategies as appropriate (e.g., AMC, pathology, community) and adapt plans to meet ongoing changes in the landscape.
• 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 within SAM accounts, including distinct and shared engagement points.
• 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 strategies, milestones, accomplishments, and insights with regional/area 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 skill and political savvy.
• Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunity.
• Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
• Collect relevant competitor information (brand strengths/weaknesses, share, go-to-market strategy, service options, pricing, programs, differentiation, investment strategy) and integrate into business plans.
• 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 years working in a complex clinical setting 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 plan.
• Lives within or commitment to live within defined region and centrally located to defined accounts.
• Commitment to travel within defined region.

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 track record 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 (e.g., Word, Excel, and PowerPoint).
• Familiarity with different sales techniques and pipeline management.
• Demonstrated track record of success with customers within the defined territory.
• Demonstrated attention to detail and strong organizational skills.
• Ability to:
  • Access priorities and mobilize a strategic plan.
  • Work independently as well as collaborate with peers in a fast-paced and cross-functional team environment.
  • Work well under pressure while maintaining a professional demeanor.
  • Adapt to changing procedures, policies, and work environment.
• Exceptional communication and consultative skills to employ solutions-based selling.
• Proven negotiation skills working with contracts and key customer processes.
• Excellent listening, verbal, and written communication skills.
• Demonstrated leadership, training, or coaching within the organization.
• 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 is $150,400 - $188,000 per year, commensurate with education, training, experience, external market conditions, criticality of role, 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.