- 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 , 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.
- 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
- 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: 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
- 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
-
Account Executive
3 weeks ago
Disney Advertising Minnesota, United States RegularJob Summary: · As an Account Executive at Disney, you will be focused on driving revenue from mid-market Agencies & regional client direct Trading Desks, Linear & Addressable TV buying teams, Demand Side Platforms and those clients who have chosen to bring Programmatic Buying in ...
-
Account Executive
2 weeks ago
Alliant Insurance Services Minnesota, United StatesSUMMARY · Acts as an agent of broker assigned accounts, including servicing and/or solicitation activities. Manages book of business. · ESSENTIAL DUTIES AND RESPONSIBILITIES · • Responsible for renewal business and soliciting additional lines of coverage; · • Service accounts an ...
-
Government Account Executive
1 week ago
MillerKnoll, Inc. Minnesota, United States Full timeWhy join us? · Our purpose is to design for the good of humankind. It's the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st cent ...
-
Account Executive
3 weeks ago
Knute Nelson Minnesota, United States OTHERSchedule: Full-time | 80 hours per pay period | Monday-Friday | 8 am – 4:30 pm · Scope: · Responsible for effectively managing assigned territory by generating referrals to achieve organizational goals. · Serve in a consultant role, acting as an advocate for home healthcare & ho ...
-
Regional Sales Manager
1 week ago
Amy's Kitchen, Inc Minnesota, United States Full timeSummary · Plan, direct and manage operations in The Region to deliver company revenue and spending targets. Develop and execute a well-defined account strategy to increase sales and improve profitability. Product selection, promotional activity, everyday pricing, merchandising ...
-
Indemnity Claims Specialist
2 days ago
CorVel Corporation Minnesota, United States OTHERINDEMNITY CLAIMS SPECIALIST is responsible for the analysis and management of complex workers' compensation claims. This position will review, investigate, and make decisions regarding coverage, compensability, and appropriateness of claims. The position will process and document ...
-
Retail Marketing Coordinator
3 weeks ago
Consumer Products Games & Publishing Minnesota, United States RegularJob Summary: · About the Role & Team: · The Disney Consumer Products (DCP) team is responsible for creating, developing, and bringing to life Disney merchandise across Disney Parks, Disney Stores, shopDisney, and licensed products sold all across the world · Be Part of the Stor ...
-
Executive Director
2 weeks ago
Dairyland Power Cooperative Minnesota, United StatesCooperative Development Services - Executive Director (ED) · The Board of Directors (Board) of Cooperative Development Services (CDS) and its 501(c)3 Cooperative Development Fund of CDS (the Fund) invites applications from qualified leaders for the position of Executive Director, ...
-
Inside Sales Territory Manager
3 weeks ago
Straumann Group Minnesota, United States Full timeJOB DESCRIPTION #ChangeMakers · Ready to make an impact? · We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement and restoration solutions or to prevent tooth loss ...
-
Sales Account Manager
1 week ago
Kevin Edward Minnesota, United StatesPosition: Sales Account Manager · Salary: Up to $75k DOE, Uncapped Commission & Vehicle Allowance · Location: Minneapolis · Job Summary: · Efforts will be focused on growing existing business and developing new customer prospects by leveraging relationships with key suppliers, sa ...
-
Vice President of Operations
3 weeks ago
Scientific Societies Minnesota, United States Full timeDetails Posted: 24-Apr-24 · Location: Minnesota · Type: Full Time · Categories: · Executive Director/CEO Position Title: Director of Operations · Department: Administration · Accountable To: Executive Vice President · Status: Exempt · Primary Objective of the Position: · ...
-
US Indirect Tax Manager
1 day ago
3M Minnesota, United States Full timeJob Description: · Job Title · US Indirect Tax Manager · Collaborate with Innovative 3Mers Around the World · Choosing where to start and grow your career has a major impact on your professional and personal life, so it's equally important you know that the company that you ch ...
-
Sr Software PD Program Manager
3 weeks ago
Medtronic Minnesota, United StatesCareers that Change Lives · A career at Medtronic is like no other. We're purposeful. We're committed. And we're driven by our Mission to alleviate pain, restore health and extend life for millions of people. Help us engineer the extraordinary · Help bring the next generation of ...
-
Principal Remote Sales Representative
1 week ago
Medtronic Minnesota, United StatesBring your sales talents to a leader in medical technology and healthcare solutions. Rooted in our long history of mission-driven innovation, our medical technologies open doors. We support your growth with the training, mentorship, and guidance you need to own your future succes ...
-
Security Assigned Expert
3 weeks ago
Splunk Inc Minnesota, United StatesSplunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out ...
-
Technical Success Engineer, Public Sector
3 weeks ago
Splunk Inc Minnesota, United StatesSplunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out ...
-
Business Program Manager
3 weeks ago
LexisNexis Risk Solutions Minnesota, United States Full timeAbout the Business · LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Insurance vertical, we provide customers with solutions and decision tools that combine public and industry specific content with advanced technology and analytics to as ...
-
Automotive Account Manager
2 weeks ago
H.B. Fuller Minnesota, United States Full timeAs the largest pureplay adhesives company in the world, H.B. Fuller's (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2023 revenue of $3.5 billion, our mission ...
-
Investor Services Supervisor
3 weeks ago
SS&C Technologies Minnesota, United States Full timeSS&C is a global provider of investment and financial services and software for the financial services and healthcare industries. Named to Fortune 1000 list as top U.S. company based on revenue, SS&C is headquartered in Windsor, Connecticut and has 20,000+ employees in over 90 of ...
-
Assistant Superintendent
2 weeks ago
Greystone Construction Company Minnesota, United StatesWho is Greystone Construction? · Greystone Construction is a client-focused general contractor offering design-build and general construction services to the commercial, industrial, and agribusiness industries. Founded in 1987, Greystone has Midwest roots and a national reach. · ...
Account Executive II - Minnesota, United States - Foundation Medicine
Description
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 ResponsibilitiesQualifications:
Basic
Qualifications:
Qualifications:
* work well under pressure while maintaining a professional demeanor
* adapt to changing procedures, policies, and work environment
