About the Job:
The Account Executive I (AEI) is a field-based role with direct customer
engagement in the Sales team within the Commercial department. 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 account 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, in close
alignment with Strategic Account Manager (SAM), as part of strategic account
plans for SAM-led customer networks. Engage customers identified as AE-owned
targets, and closely coordinate with SAM on pull-through engagement for any
shared customer engagement points (where clearly defined as part of SAM
strategic account plan)
Effectively engage with key account stakeholders in current and new accounts
(e.g., c-suite) that are not SAM-led, and support engagement pull-through in
SAM-led accounts
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 and regular data reviews; leverage to drive
sales and enhance customer experience
Assess information relevant to sales, identify key issues / customer adoption
barriers, 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: decentralized accounts (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 communication plans and customize messages to meet audience needs
Develop effective sales presentations, respond to difficult questions and
overcome customer objections
Create clear and concise presentations addressing complex issues
Negotiate with customers to achieve buy-in and alignment with account plans
Negotiate alignment between Foundation Medicine and customers to meet account
objectives
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 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, customer, and
competition strengths, weaknesses, opportunities, and threats (SWOT)
Use data analysis results to develop and/or adjust account plans and
fact-based sales presentations
Travel within assigned territory (daily, per performance standard) and to
company meetings (bi-annually). Commitment to travel up to 90% of the time
Other duties as assigned
Comply with FMI's attendance policies
Qualifications:
Basic Qualifications:
Bachelor’s Degree or equivalent experience
3+ years of direct selling experience in diagnostics or life science focused
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 sales performance, including
achievement of sales plan
Lives within or commitment to live within defined territory and centrally
located to defined accounts / HCPs
Commitment to travel within defined territory
Preferred Qualifications:
Oncology and/or molecular diagnostic experience
Accurate forecasting capabilities throughout the sales cycle
CRM proficiency: Salesforce.com preferred
Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
Familiarity with different sales techniques and pipeline management
Exceptional communication and consultative skills to employ solutions-based
selling
Demonstrated track record of success selling oncology-based tests or products
to medical oncology, urology, and/or pathology
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
Excellent listening, verbal and written communication skills
Strong negotiation skills
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 $102,880 - $135,030 per year. The salary range is commensurate with
Foundation Medicines 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.
#LI-Remote
Foundation Medicine, Inc. (FMI) is a global, patient-focused precision medicine
company delivering high-quality, transformative diagnostic solutions in cancer
and other diseases.
Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action
employer and considers all qualified applicants for employment without regard to
race, color, religion, sex, gender, sexual orientation, gender identity,
ancestry, age, or national origin. Further, qualified applicants will not be
discriminated against on the basis of disability or protected veteran status.
We also consider qualified applicants regardless of criminal histories,
consistent with legal requirements. See also FMI's EEO Statement
[https://www.foundationmedicine.com/resource/equal-employment-opportunity-statement] and EEO
is the Law
[https://assets.ctfassets.net/vhribv12lmne/XNwhwF5Z17mRQGXXFdPdu/076c43a2dc659d3b5ae9fa33103fb230/EEO_Poster.pdf]and Supplement
[https://assets.ctfassets.net/vhribv12lmne/ThHrdB6zVbO2ZpufjXjTo/5c665621a3b0a566e3cd90af50dd672c/OFCCP_EEO_Supplement.pdf].
If you have a disability or special need that requires accommodation, please let
us know by completing this form
[https://assets.ctfassets.net/vhribv12lmne/4JNxTdiAVipU73yQdoqNGa/5b3e8a68628ffd2b80730b81636910d4/Candidate_Request_for_Reasonable_Accommodation_6.13.19.pdf].
(EOE/AAP Employer)