Clinical Oncology Account Manager - NC/SC/VA

Quest Diagnostics•Greensboro, NC

About The Position

The Clinical Oncology Account Manager manages existing outpatient oncology business and closes new upsell business in community oncology practices, health system outpatient oncology centers, and academic outpatient cancer centers. This field-based sales role works closely with precision oncology account executives, oncology business development executives, and hospital account executives within a collaborative selling model. The role engages providers, nursing, laboratory, administrative, and support staff and applies hematology and oncology disease-state and clinical workflow knowledge to support outpatient oncology centers. Travel is required.

Requirements

Five or more years of business-to-business sales experience with a documented history of sales success.
Prior diagnostic or laboratory sales responsibility for closing new business and expanding existing relationships.
Prior experience managing large, multimillion-dollar specialty accounts.
Prior experience with diagnostic and/or laboratory product launches.
Prior experience selling to healthcare professionals and account decision-makers.
Knowledge of the healthcare industry and general business economics.
Ability to develop and sustain strong customer relationships.
Strong planning and organizational skills.
Deep understanding of the oncology and hematology continuum of care.
Excellent oral and written communication and presentation skills.
Solid PC skills, including Microsoft software.
Bachelor’s degree.
Valid driver’s license.

Nice To Haves

Hematology and oncology experience in healthcare, laboratory, and/or diagnostics sales to medical professionals.
Experience in a competitive market.
Master’s degree.

Responsibilities

Retain and grow oncology centers by identifying health plan leakage and upselling the advanced oncology portfolio.
Collaborate with cancer centers, medical affairs, and pathologists to develop hematology and oncology clinical workflows.
Work with precision oncology account executives, oncology business development executives, and hospital account executives to support the collaborative selling model.
Establish and strengthen relationships with support staff, laboratory managers, and healthcare professionals at prospective customers in existing and new oncology accounts.
Develop and execute access strategies to reach oncology practice leadership, medical oncologists, hematologists, physicians, laboratory leadership, advanced access providers, and support staff.
Meet call reach, frequency, and targeting goals.
Conduct quarterly clinical business reviews with oncology practices, including key matrix team members.
Maintain and use Rx Vantage to support access to oncology practices.
Identify funding for and staff regional oncology exhibits, including Oncology Nursing Society exhibits when applicable in the market.
Develop and maintain a business plan to retain and grow the existing oncology book of business.
Leverage AMP pathologists, Oncology Medical, and Haystack Medical resources in in-person, virtual, and conference meetings.
Provide immediate customer support and work with cross-functional partners to resolve oncology customer service issues.
Provide clinical, hematology (hematopathology), and advanced oncology subject-matter expertise for specialty testing to support oncology centers.
Maintain and develop advanced oncology and hematology knowledge to support the oncology continuum of care and franchise portfolio, including solid tumors and hematological malignancies.
Assess market dynamics, the competitive landscape, and access barriers to identify opportunities and challenges.
Maintain knowledge of Quest testing codes for the oncology continuum of care.
Maintain knowledge of connectivity products, including e-orders, e-prescribe, Quanum, physician lab alerts, and oncology EMRs.
Prepare and present oncology proposals and bids.
Ensure compliance with company policies and government regulations.
Complete administrative tasks thoroughly and promptly.