Regional Sales Manager, MidAtlantic

Tempus AI•Washington, DC

About The Position

Passionate about precision medicine and advancing the healthcare industry? Recent advancements in underlying technology have finally made it possible for AI to impact clinical care in a meaningful way. Tempus' proprietary platform connects an entire ecosystem of real-world evidence to deliver real-time, actionable insights to physicians, providing critical information about the right treatments for the right patients, at the right time. The RSM will be responsible for managing business results, sales activities, and cross functional initiatives in a specific regional geography. Responsible for making the day to day decisions required to manage a business function including deploying resources, allocating costs, and directing business activities. Securing and analyzing relevant information, knowledge of region, market intelligence, environmental factors and political landscape, to identify key issues and committing to action after developing alternative solutions that take into consideration strategic objectives, resource constraints and organizational values. This is a front-line sales management/leadership position covering several states requiring frequent travel to work with Account Executives in their assigned territories.

Requirements

Deep domain knowledge of the Diagnostic Services industry.
Experience within complex selling environments required.
Demonstrated success in recruiting, hiring, developing and retaining talent.
Ability to prioritize and align organizational goals and objectives; enable innovation.
Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
Ability to provide an integrated MolDx/SaaS solution using Tempus’s sequencing technology to prospects and customers.
Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with Tempus’s capabilities.
Comfortable selling at the executive level (CEO, COO, CFO)
Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
Problem solving, decision making and technical learning.
Advanced written and oral communication skills.
Strong administrative skills.
Sophistication to manage business in complex environments.
Knowledge and application of strategic planning, and development sales strategy and tactical implementation.
Experience and understanding of managing the financial dynamics of a commercial organization.
Expertise in health care with emphasis on molecular diagnostics, genomics, biotechnology, pharmaceuticals, and oncology.
Superior listening and problem solving skills
Ability to handle sensitive information and maintain a very high level of confidentiality
Demonstrate consistent closing abilities throughout the sales cycle
Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
Impeccable oral and verbal communication and presentation skills
Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
Effective and regular utilization of Salesforce.com
Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
Advanced presentation skills and business acumen a necessity
Demonstrate Tempus’ Values by acting with integrity, respect and trust and representing our company culture at all time to external and internal constituents
Frequent travel ( ~50%) throughout the territory as needed
A minimum of 5-years’ experience in a relevant industry/commercial environment (pharmaceutical, diagnostics, research products) as a sales manager, leading a team of 8+ reps
Bachelor’s degree required

Nice To Haves

Molecular Diagnostic experience strongly preferred.
Experience selling Oncology based tests and services into the Pathology and/or Oncology clinical communities preferred.
MBA preferred.

Responsibilities

Achievement of regional sales objectives; revenue and expenses.
Development and execution of a regional and territory business plans.
Direct execution of sales strategies and tactics, and implementation of sales and marketing plans.
Develop and maintain key customer relationships with target audiences; assist in developing business solutions that are mutually beneficial; apply broader business scenarios and customer-focused models to achieve breakthrough results.
Plan and conduct regional sales meetings designed to inform and convey existing and new product knowledge and applications and enhance and develop sales and business skills.
Evaluate performance of Clinical Account Executives
Maintain high level of product and market knowledge.
Identify contracting opportunities with academic medical centers, large cancer centers, health systems, and other strategically important key accounts.
Management oversight of Tempus’s CRM solution for the defined geographic region.
Work collaboratively with cross-functional partners to access resources and maximize outcomes.