Strategic Account Manager - New England

About the Job

The Strategic Account Manageris 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, while maintaining and driving new relationships. The position is responsible for driving sales volume for FMI’s products while cultivating relationships with oncologists and other members of the extended cancer care community in targeted Strategic accounts.

Key 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)

Adapt plan to meet ongoing changes in landscape

Identify and execute contracting opportunities within defined accounts

Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal pull-through of strategic account plan within SAM-led account networks, including specific coverage of child-level / satellite accounts and individual HCPs

Clearly define customer-level engagement plans within SAM account, including both separate/distinct customer engagement points (SAM only / AE only), and shared engagement points (e.g., clinical champion who plays both system-level decision influence role while actively managing patient cases and test/treatment decisions)

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

Conduct periodic strategy account plan review meetings to communicate strategies, milestones, accomplishments, and insights pertaining to accounts, with regional/area leadership (e.g., RSL and AD teams) and cross-functional customer-facing account team (e.g., AE and CEE teams)

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

Comply with FMI's attendance policies

Qualifications

Basic Qualifications

• 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 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 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 the importance of patient data privacy

Commitment to reflect FMI’s values: Integrity, Courage, and Passion

The expected salary range for this position based on the primary location of Remote is $160,000 - $200,000 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, 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. This position also qualifies for Foundation Medicine's benefits.

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