Account Executive II - Richmond, Virginia

Foundation Medicine•Richmond, VA

2d•$133,920 - $175,700•Remote

About The Position

The Account Executive II is a field-based role on the Sales team within FMI’s Commercial operation. The role drives sales volume for FMI’s products and services while cultivating relationships with oncologists and other members of the cancer care community in a designated geography. The position develops and executes account strategies, identifies customer needs and adoption barriers, and uses product, market, competitive, and customer insights to grow business and support customer experience. It engages account stakeholders, coordinates with Strategic Account Managers and internal teams, and travels extensively within the assigned territory and to company meetings.

Requirements

Bachelor’s degree or equivalent experience.
At least 6 years of direct selling experience in diagnostics or life sciences focused on the hospital and physician office laboratory market, or equivalent experience working in a complex clinical setting with physicians and patients.
History of proven results and successful performance, including achievement of sales plans.
Live within 50 miles of the defined workload center of the territory, accounts, or healthcare providers.
Commitment to travel within the defined territory.
Ability to access priorities and mobilize a strategic plan.
Ability to work independently and collaboratively in a fast-paced, cross-functional team environment.
Ability to work under pressure while maintaining a professional demeanor and adapt to changing procedures, policies, and work environments.
Exceptional communication and consultative skills for 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 of Integrity, Courage, and Passion.

Nice To Haves

At least 8 years of direct selling experience in diagnostics or life sciences focused on the hospital and physician laboratory market.
Oncology and/or molecular diagnostic experience.
Accurate forecasting capabilities throughout the sales cycle.
CRM proficiency; Salesforce.com experience is beneficial.
Proficiency with Microsoft Office, including Word, Excel, and PowerPoint.
Familiarity with sales techniques and pipeline management.
Track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology customers.
Track record of success with customers in the defined territory.
Attention to detail and strong organizational skills.
Experience handling multiple tasks simultaneously.

Responsibilities

Meet and exceed quarterly and annual sales quotas and objectives for FMI’s product portfolio.
Create and execute business and account plans focused on sales growth, new accounts, customer acquisition, and customer retention.
Navigate customer accounts to understand processes and identify stakeholders; coordinate with Strategic Account Managers on strategic account plans and shared customer engagement.
Engage key stakeholders in current and new accounts, including C-suite executives, oncologists, pathologists, urologists, administrators, and National Accounts.
Pull through National Account initiatives and customer-segment strategies, including Academic Medical Centers, pathology pathways and protocols, and Federal Account initiatives.
Use analytics, regular data reviews, and non-traditional data sources to identify trends and opportunities that drive sales and improve customer experience.
Assess sales information, identify issues and customer adoption barriers, and develop solutions through adjustments to the sales approach.
Maintain expert-level product and market knowledge to inform territory strategy and sales decisions.
Educate customers on reimbursement and billing services and support their local adoption.
Analyze customers and identify new business opportunities using available tools and data sources.
Identify Foundation Medicine opportunities and recommend an appropriate mix of products and services to meet customer needs and support long-term growth.
Build and maintain positive relationships with key day-to-day customer contacts.
Develop concise, compelling communication plans and tailor messages to audience needs.
Develop sales presentations, address difficult questions, overcome objections, and evaluate whether key messages were understood.
Negotiate customer buy-in and alignment with account plans, and align FMI and customer objectives.
Develop approaches to prioritize new business opportunities and create action plans for pursuing accounts.
Develop sales strategies based on the goals, objectives, and motivations of customer decision-makers.
Monitor plan timelines and adjust to changing customer or business needs.
Apply business knowledge to manage budgets, analyze financial data, and develop sales plans.
Incorporate brand strategy, trends, performance information, and competitor information into customer plans and presentations.
Use data from multiple sources to analyze account trends, conduct SWOT analyses, and develop or adjust account plans and fact-based presentations.
Travel within the assigned territory and to company meetings; travel commitment is up to 90% of the time.
Perform other duties as assigned and comply with FMI attendance policies.