Foundation Medicine · 1 day ago
Account Executive II – Rochester, NY
Rochester, NY
Full-time
Hybrid
Senior Level
$134K/yr - $176K/yr
6+ years expFoundation Medicine is a leader in precision medicine, and they are seeking an Account Executive II to drive sales volume for their suite of products and services. The role involves cultivating relationships with oncologists and other members of the cancer care community while meeting sales quotas and developing business plans.
BiotechnologyGeneticsHealth CareMedical
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 and customer acquisition and existing customer retainment
Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement
Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite)
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, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities
Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments
Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions
Educate and pull through reimbursement and billing services at local level
Interact with key stakeholders using skill and political savvy: including c- suite, oncologists, pathologists, urologists, admin etc., National Accounts
Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.)
Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for 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
Develop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plans
Create clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understood
Negotiate with customers to achieve buy-in and alignment with account plans
Negotiate alignment between Foundation Medicine and customers to meet account objectives
Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts
Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers
Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business
Monitor and adhere to timelines for plan, adjust 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 the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue
Conduct comprehensive analysis of Foundation Medicine’s, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT)
Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations
Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time
Other duties as assigned
Qualification
Required
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 working 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
Commitment to travel within defined territory
Preferred
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 importance of privacy of patient data
Commitment to Foundation Medicine's values: Integrity, Courage, Passion
Benefits
Discretionary annual bonus
Foundation Medicine's benefits
Company
Foundation Medicine
Foundation medicine is a molecular information company developing clinical diagnostic tests that facilitates personalized cancer therapies.
1001-5000 employees
H1B Sponsorship
Foundation Medicine has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (26)
2024 (41)
2023 (30)
2022 (36)
2021 (41)
2020 (45)
Funding
Current Stage
Public CompanyTotal Funding
$96.5MKey Investors
Kleiner Perkins
2015-01-12Acquired
2013-09-25IPO
2013-01-08Series B· $13.5M
Leadership Team
Daniel Malarek
Chief Executive Officer
David Fabrizio
VP, Commercial Strategy and Medical Innovation
Recent News
2025-12-05
Company data provided by crunchbase