Account Executive II - New Haven, CT

Foundation Medicine•CT, CT

1d•$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, with direct customer engagement. The position drives sales volume for FMI’s products and services while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. The role is remote, with travel within the assigned territory and to company meetings; travel may be up to 90% of the time. The Account Executive develops and executes account plans, meets sales objectives, identifies and pursues business opportunities, and engages customer stakeholders. The role coordinates with Strategic Account Managers on shared customers and strategic account plans, supports national and customer-segment initiatives, and uses customer, market, and competitive analysis to inform sales strategies. The Account Executive also educates customers on local reimbursement and billing services, negotiates alignment with customers, and creates tailored communications and presentations. The position requires a bachelor’s degree or equivalent experience and at least six years of direct selling experience in diagnostics or life sciences focused on the hospital and physician office lab market, or equivalent experience in a complex clinical setting working with physicians and patients. The role is expected to live within 50 miles of the defined territory workload center and requires travel within the territory. The expected salary range is $133,920–$175,700 per year. A discretionary annual bonus may be available based on individual and company performance. The position qualifies for Foundation Medicine benefits.

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 years 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 for the territory, accounts, or healthcare professionals.
Commitment to travel within the defined territory.
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 diagnostics 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.
Demonstrated success selling oncology-based tests or products to medical oncology, urology, and/or pathology customers.
Demonstrated success with customers in the defined territory.
Attention to detail and strong organizational skills.
Experience handling multiple tasks simultaneously.
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.
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.

Responsibilities

Meet and exceed quarterly and annual sales quotas and objectives for FMI’s product portfolio.
Create and execute business and account plans to achieve volume objectives, sales growth, new accounts, customer acquisition, and customer retention.
Navigate account-level customer 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 senior executives, and support pull-through engagement in Strategic Account Manager-led accounts.
Implement national account initiatives and customer-segment strategies, including those for academic medical centers, pathology pathways and protocols, and federal accounts.
Identify trends using analytics, regular data reviews, and other data sources to drive sales, improve customer experience, and plan for long-term opportunities.
Assess sales information, identify issues and customer adoption barriers, and develop solutions through adjustments to the sales approach.
Maintain expert knowledge of FMI products and the market to inform responsibilities, territory strategy, and sales decisions.
Educate customers on and promote local reimbursement and billing services.
Engage stakeholders—including executives, oncologists, pathologists, urologists, administrators, and national accounts—with skill and political savvy.
Analyze customers and use available tools to identify potential business opportunities.
Identify FMI-wide opportunities and recommend the mix of products and services that meets customer needs and supports long-term growth.
Build and maintain positive relationships with key day-to-day customer contacts.
Develop clear, concise communication plans and tailor messages to audience needs.
Prepare effective sales presentations, answer difficult questions, and address customer objections using contingency plans.
Communicate complex issues clearly and evaluate whether key messages were understood.
Negotiate customer buy-in and alignment with account plans, and align FMI and customer objectives.
Develop and prioritize approaches to new business opportunities and create action plans to pursue accounts.
Develop sales strategies based on the goals, objectives, and motivations of key customer decision makers.
Recommend product and service mixes that reflect customer priorities and grow FMI’s business.
Monitor plan timelines and adjust for changing customer or business needs.
Apply business knowledge to make sound decisions, 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 FMI, customers, and competitors.
Use analysis from multiple sources to develop or adjust account plans and fact-based sales presentations.
Travel within the assigned territory daily according to performance standards and attend company meetings twice a year; travel commitment is up to 90%.
Perform other duties as assigned.
Comply with FMI attendance policies.