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About the Role

The Account Executive II (AE II) is a field-based role responsible for driving sales of FMI’s products and services by cultivating relationships with oncologists and the cancer care community within a designated geography.

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, customer acquisition, and existing customer retention.
• Navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement in alignment with Strategic Account Manager (SAM).
• Engage customers identified as AE-owned targets and coordinate with SAM on pull-through engagement for shared customer engagement points.
• Engage 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 data sources 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.
• Leverage up-to-date, expert product and market knowledge to inform territory strategy and sales decisions.
• Educate and pull through reimbursement and billing services at the local level.
• Interact with key stakeholders using skill and political savvy, including c-suite, oncologists, pathologists, urologists, admin, and National Accounts.
• Conduct thorough customer analysis by identifying key 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 to 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 and 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 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 a thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business.
• Monitor and adhere to timelines for plans, adjusting 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 appropriate internal or external data sources to identify underlying trends in account data needed to address specific opportunities or issues.
• 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 (daily, per performance standard) and to company meetings (bi-annually).
• Other duties as assigned.
• Comply with FMI's attendance policies.

Requirements

• 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 patients.
• 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.

Skills

• CRM proficiency: Salesforce.com beneficial
• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
• Familiarity with different sales techniques and pipeline management
• Demonstrated attention to detail and strong organizational skills
• Demonstrated experience handling multiple tasks at once
• Ability to access priorities and mobilize a strategic plan
• Ability to work independently as well as collaborate with peers in a fast-paced and cross-functional team environment
• Ability to work well under pressure while maintaining a professional demeanor
• Ability to 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 the importance of patient data privacy
• Commitment to reflect FMI’s values: Integrity, Courage, and Passion

Location

• Remote

Work Type

• Field-based
• Full-time

Experience Level

• 6+ years
• 8+ years

Education Level

• Bachelor’s Degree

Salary/Compensations

• $133,920 - $175,700 per year

Benefits

• Discretionary annual bonus may be available based on individual and Company performance.
• Qualifies for Foundation Medicine's benefits.

About the Company

• FMI’s Commercial operation.
• Foundation Medicine-wide opportunities.