Foundation Medicine
Account Executive II - Richmond, Virginia
- Compensation
- Not disclosed
- Location
- Richmond, VA, United States
- Work setup
- Not specified
- Seniority
- Not specified
- Employment
- Full time
- Experience
- 6+ years
- Category
- Sales
- Posted
Skills
Must have
- Bachelor’s Degree or equivalent experience
- 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and pa
- History of proven results and successful performance, including achievement of sales plan
- Lives within 50 miles of defined workload center of territory / accounts / HCPs
- Commitment to travel within defined territory
Nice to have
- 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 ma
- Exceptional communication and consultative skills to employ solutions-based selling
- 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
Full 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 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 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, 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 / 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 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.