Account Executive I - Green Bay, WI

Foundation Medicine•Green Bay, WI

5d•$119,840 - $149,800•Remote

About The Position

The Account Executive I is a field-based sales role in the Commercial department, responsible for driving sales of Foundation Medicine’s specialty products and services in a designated territory. The role cultivates relationships with oncologists and other members of the cancer care community, develops account strategies, and pursues new and existing customer opportunities. The Account Executive analyzes customer, market, and competitive information to identify opportunities and address adoption barriers. The role develops tailored presentations and communication plans, negotiates alignment with customers, supports reimbursement and billing services, and coordinates with Strategic Account Managers and internal teams on account plans and initiatives. Travel within the assigned territory and to company meetings is required, with a commitment to travel up to 90% of the time.

Requirements

Bachelor’s degree or equivalent experience.
At least 3 years of direct selling experience in diagnostics or life sciences focused on the hospital and physician office laboratory market, or equivalent years working in a complex clinical setting with physicians and patients.
History of proven results and successful sales performance, including achievement of sales plans.
Live within, or commit to living within, the defined territory and be centrally located to defined accounts and healthcare providers.
Commitment to travel within the defined territory.

Nice To Haves

Oncology and/or molecular diagnostics experience.
Accurate forecasting capabilities throughout the sales cycle.
CRM proficiency; Salesforce.com preferred.
Proficiency with MS Office, including Word, Excel, and PowerPoint.
Familiarity with different sales techniques and pipeline management.
Exceptional communication and consultative skills for solutions-based selling.
Demonstrated success selling oncology-based tests or products to medical oncology, urology, and/or pathology.
Attention to detail and strong organizational skills.
Experience handling multiple tasks at once.
Ability to assess priorities and mobilize a strategic plan.
Ability to work independently and collaborate with peers in a fast-paced, cross-functional team environment.
Ability to work under pressure while maintaining a professional demeanor.
Ability to adapt to changing procedures, policies, and work environments.
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 of Integrity, Courage, and Passion.

Responsibilities

Meet and exceed quarterly and annual sales quotas and objectives for FMI’s product portfolio.
Create and execute business and account plans to drive sales growth, acquire new accounts and customers, and retain existing customers.
Navigate customer accounts to understand processes and identify stakeholders, coordinating with Strategic Account Managers on shared and SAM-led account plans.
Engage key stakeholders in current and new accounts and support engagement pull-through in SAM-led accounts.
Implement National Account initiatives and customer segment strategies, including those for Academic Medical Centers, pathology pathways and protocols, and Federal Accounts.
Use analytics and regular data reviews to identify trends, drive sales, and improve customer experience.
Assess sales information, identify customer adoption barriers, and develop solutions through sales environment adjustments.
Maintain expert-level product and market knowledge to inform territory strategy and sales decisions.
Educate customers on and facilitate local use of reimbursement and billing services.
Conduct customer analysis using available tools and data sources to identify business opportunities.
Identify Foundation Medicine opportunities and recommend the products and services that best meet customer needs and support long-term growth.
Build and maintain positive relationships with day-to-day customer contacts.
Develop communication plans and tailor messages to different audiences.
Prepare clear and concise sales presentations, address complex issues, respond to difficult questions, and overcome objections.
Negotiate customer buy-in and alignment between Foundation Medicine and customers to meet account objectives.
Prioritize new business opportunities and develop action plans and sales strategies based on customer decision makers’ goals and motivations.
Monitor account-plan timelines and adjust plans to changing customer or business needs.
Apply business knowledge to manage budgets, analyze financial data, and develop sales plans.
Integrate brand strategy, market trends, performance, and competitor information into customer plans and presentations.
Conduct SWOT analyses of Foundation Medicine, customers, and competitors, and use data analysis to develop or adjust account plans and fact-based presentations.
Travel within the assigned territory and to company meetings; the role requires a commitment to travel up to 90% of the time.
Perform other duties as assigned and comply with FMI attendance policies.