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    Strategic Account Manager - Doral, United States - Foundation Medicine

    Foundation Medicine
    Foundation Medicine Doral, United States

    2 weeks ago

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    Description
    Job Description

    About the Job


    The role of **Strategic Account Manager** involves direct customer engagement delivering Foundation Medicine's products and services to regionalized health systems, academic medical systems, integrated delivery networks, and complex physician networks, focusing on building and maintaining strong relationships. The Strategic Account Manager will work to drive sales volume while nurturing connections with oncologists and other members of the extended cancer care community within targeted strategic accounts.

    Key Responsibilities:
    - Meet and exceed quarterly and annual sales quotas/objectives for FMI's product portfolio.
    - Develop and strengthen relationships with key decision makers in designated strategic accounts to position FMI as the partner of choice.
    - Formulate account commercial strategies based on thorough assessments of the account, regional market, clinical landscape, financial aspects, and reimbursement considerations.
    - Adapt plans to address evolving landscape changes.
    - Devise and implement business and account plans to offer comprehensive solutions, encouraging customer engagement and adoption of FMI's portfolio.
    - Implement national strategies as relevant, such as within AMC, pathology, and community settings.
    - Identify and pursue contracting opportunities within specified accounts.
    - Collaborate with Account Executives and Customer Experience Executive team members to ensure optimal coverage of satellite accounts and healthcare professionals.
    - Educate and implement reimbursement and billing services at the local level.
    - Partner with Sales, Operations, Payer Team, and other commercial teams to enhance strategic relationships.
    - Share strategies, achievements, and insights related to accounts.
    - Proactively recognize and address industry trends, issues, and challenges impacting long-term strategies and performance.
    - Resolve complex issues with customers or senior management effectively and tactfully.
    - Research the business of potential customers, including competitors, market share, future plans, financial performance, and industry trends, to identify opportunities.

    Qualifications:
    Basic Qualifications
    - Bachelor's Degree or equivalent experience.
    - 6+ years of direct selling experience in the diagnostics or life sciences industry, with a focus on major accounts and IDNs.
    - Proven track record of managing complex key accounts and IDNs, including influencing key decision makers, strategic planning, and C-Suite selling.
    - History of successful sales performance, including meeting sales targets.
    - Reside in or willing to relocate to the defined region near key accounts.
    - Willingness to travel within the specified region.

    Preferred Qualifications:
    - Master's degree in business or a healthcare-related field.
    - 10+ years of direct selling experience in diagnostics or life sciences.
    - 8+ years of successful sales experience in selling oncology-based tests or products to medical oncology, urology, and pathology in complex systems.
    - Proficiency in accurate forecasting throughout the sales cycle.

    CRM proficiency: beneficial

    - Proficiency with MS Office tools (e.g., Word, Excel, and PowerPoint).
    - Familiarity with various sales techniques and pipeline management.
    - Track record of success with customers in the specified territory, paying attention to detail and possessing strong organizational skills.

    Abilities:
    - Set priorities and execute strategic plans effectively.
    - Work autonomously and collaborate with colleagues in a dynamic cross-functional team environment.
    - Perform well under pressure while maintaining professionalism.
    - Adapt to evolving procedures, policies, and work environments.

    - Excellent communication and consultative skills for solutions-based selling.
    - Effective negotiation skills in handling contracts and customer processes.
    - Strong listening, verbal, and written communication abilities.
    - Demonstrated leadership, training, or coaching experience within an organization.
    - Understanding of HIPAA regulations and the significance of patient data privacy.

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

    About Us

    **Foundation Medicine, Inc.** is a company dedicated to simplifying the complexities of cancer genomics, bringing cutting-edge science and technology to transform cancer care. The insights generated by our approach help doctors match patients with more treatment options and aid in the development of new therapies. Our team at Foundation Medicine works tirelessly to make a real impact on people's lives.

    Foundation Medicine is committed to being an equal opportunity employer, considering all qualified applicants based on their merits without regard to race, color, religion, gender, sexual orientation, gender identity, ancestry, age, or national origin. We also welcome applicants regardless of disability, protected veteran status, or any criminal history, in accordance with legal requirements. Read more about FMI's Equal Employment Opportunity Statement and review our policies on EEO and accommodation for more information. (EOE/AAP Employer)

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