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Company

Foundation Medicine · 15 hours ago

Strategic Account Manager – Nashville, TN; Memphis, TN; Louisville, KY; Cincinnati, OH; Charleston, West Virginia

Louisville, KY

Full-time

Remote

Senior Level

6+ years exp

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BiotechnologyGenetics

Comp. & Benefits

H1B Sponsor Likely

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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.

Refine plan to meet ongoing changes in landscape.

Create and execute business and account plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio. Pull-through of national strategies as appropriate (e.g., AMC, pathology, community).

Identify and execute contracting opportunities within defined accounts.

Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal coverage of satellite accounts and HCPs.

Educate and pull-through reimbursement and billing services at local level.

Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships.

Communicate strategies, milestones, accomplishments, and insights pertaining to accounts.

Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance.

Facilitate resolution of difficult issues with customer 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 and weaknesses, share, go-to-market strategy, service options, pricing strategy, programs, points of differentiation, investment strategy) and integrate into business plans and presentations.

Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to (90%) of time.

Other duties as assigned.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Direct selling experienceDiagnostics industry experienceLife sciences industry experienceAccount managementC-Suite sellingStrategic planningSales plan achievementOncology-based tests salesAccurate forecastingCRM proficiencyMaster’s degreeSalesforce.comMS Office proficiencySales techniques familiarityStrategic planning mobilizationPressure managementHIPAA understandingLeadership experience

Required

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 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 plan

Lives within or commitment to live within defined region and centrally located to defined accounts

Commitment to travel within defined region

Preferred

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 of 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 (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 importance of privacy of patient data

Commitment to FMI values: patients, innovation, collaboration, and passion

Company

Foundation Medicine

Glassdoor

3.8

Foundation medicine is a molecular information company developing clinical diagnostic tests that facilitates personalized cancer therapies.

Founded in 2010

Cambridge, Massachusetts, USA

1001-5000 employees

http://www.foundationmedicine.com

H1B Sponsorship

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Distribution of Different Job Fields Receiving Sponsorship

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Trends of Total Sponsorships

2023 (23)

2022 (32)

2021 (45)

2020 (44)