Account Executive II - Richmond, Virginia

Foundation Medicine•Richmond, VA

1d•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 extended cancer care community in an assigned territory. The position works with Strategic Account Managers and customer stakeholders to develop and execute account plans, identify business opportunities, support customer adoption, and meet sales objectives. The Account Executive analyzes customer, company, and competitor information to identify trends and opportunities, adjust account strategies, and create fact-based sales presentations. The role requires expert product and market knowledge, effective communication and negotiation, and collaboration with internal teams. 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 6 years of direct selling experience in diagnostics or life sciences focused on the hospital and physician office lab 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 plan.
Live within 50 miles of the defined workload center of the territory, accounts, or healthcare professionals.
Commitment to travel within the defined territory.
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 well under pressure while maintaining a professional demeanor.
Ability to 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 lab 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 different sales techniques and pipeline management.
Demonstrated success selling oncology-based tests or products to medical oncology, urology, and/or pathology.
Demonstrated success with customers in the defined territory.
Attention to detail and strong organizational skills.
Experience handling multiple tasks at once.

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 stakeholders, coordinating with Strategic Account Managers on shared and SAM-led accounts.
Engage AE-owned targets and support pull-through engagement in SAM-led accounts.
Pull through National Account initiatives and customer-segment strategies, including those for academic medical centers, pathology pathways and protocols, and federal accounts.
Use analytics, regular data reviews, and other data sources to identify trends, drive sales, improve customer experience, and plan for long-term opportunities.
Assess sales information, identify customer adoption barriers, and develop solutions through adjustments to the sales approach.
Maintain expert, up-to-date product and market knowledge to inform territory strategy and sales decisions.
Educate customers about and pull through reimbursement and billing services at the local level.
Engage stakeholders including C-suite leaders, oncologists, pathologists, urologists, administrators, and National Accounts.
Analyze customers and use available tools to identify potential new business opportunities.
Identify Foundation Medicine-wide opportunities and recommend the product and service mix that meets customer needs and supports long-term growth.
Build and maintain positive relationships with key day-to-day customer contacts.
Develop concise, compelling communication plans and tailor messages to audiences.
Create effective sales presentations, address complex issues and difficult questions, and overcome customer objections using contingency plans.
Negotiate customer buy-in and alignment with account plans, and align Foundation Medicine and customer objectives.
Develop and prioritize approaches to 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 plans in response 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 relevant internal and external data to identify account trends and address opportunities or issues.
Conduct SWOT analyses of Foundation Medicine, customers, and competitors.
Use analysis from multiple data sources to develop or adjust account plans and fact-based sales presentations.
Travel within the assigned territory and to company meetings; the role requires travel up to 90% of the time.
Perform other duties as assigned and comply with FMI attendance policies.