Account Executive II - Roanoke, VA

About the Job

The Account Executive II (AE II) is a field-based role with direct customer engagement on the Sales team within FMI's Commercial operation. The position is responsible for driving sales volume for FMI's suite of specialty products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

Key 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.

Qualifications:

Basic Qualifications:

• Bachelor's Degree or equivalent experience
• 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market
• History of proven results and successful sales performance, including achievement of sales plan
• Lives within or commitment to live within defined territory and centrally located to defined accounts
• Commitment to travel within defined territory

Preferred Qualifications:

• 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
  • 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
• Excellent listening, verbal and written communication skills
• Strong negotiation skills
• Understanding of HIPAA and importance of privacy of patient data
• Commitment to FMI values: patients, innovation, collaboration, and passion

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