Strategic Account Manager - Houston, TX

Foundation Medicine•Houston, TX

1d•Remote

About The Position

The Strategic Account Manager is a field-based role responsible for engaging regional health systems, academic medical systems, integrated delivery networks, and complex physician networks. The role delivers Foundation Medicine’s products and services, drives sales volume, and develops and maintains relationships with oncologists and other members of the cancer care community in targeted strategic accounts. The position develops and executes account strategies and business plans that address commercial, market, clinical, financial, and reimbursement considerations. It works with customer leaders and cross-functional teams to promote engagement and adoption of Foundation Medicine’s portfolio, identify contracting opportunities, support reimbursement and billing services, and manage account-level and customer-level engagement. The role also monitors industry and competitor developments, resolves customer issues, and communicates account strategies, milestones, and insights to leadership and account teams. This is a remote position with daily travel within the assigned territory and travel to company meetings. The role requires 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 major accounts and IDNs, or equivalent experience working with physicians and patients in a complex clinical setting.
Demonstrated success managing complex key accounts and IDNs, including influencing key decision makers, C-suite selling, and strategic planning.
Record of successful performance and achievement of sales plans.
Live within, or commit to living within, the defined region and be centrally located to defined accounts.
Commitment to travel within the defined region, with travel up to 90% of the time.
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 and adapt to changing procedures, policies, and work environments.
Exceptional communication and consultative skills for solutions-based selling.
Proven negotiation skills involving contracts and key customer processes.
Excellent listening, verbal, and written communication skills.
Understanding of HIPAA and the importance of patient data privacy.
Commitment to reflect Foundation Medicine’s values of Integrity, Courage, and Passion.

Nice To Haves

Master’s degree in business or a healthcare-related field.
At least 10 years of direct selling experience in diagnostics or life sciences.
At least 8 years of success selling oncology-based tests or products to medical oncology, urology, and/or pathology in complex systems.
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 with customers within the defined territory.
Strong attention to detail and organizational skills.
Demonstrated leadership, training, or coaching within an organization.

Responsibilities

Meet and exceed quarterly and annual sales quotas and objectives for Foundation Medicine’s product portfolio.
Manage and grow relationships with key decision makers in defined strategic accounts, maintaining trust-based relationships that establish Foundation Medicine as a partner of choice.
Assess accounts and regional markets, including clinical, financial, and reimbursement considerations, to define commercial strategies.
Create and execute strategic account business plans that provide comprehensive customer solutions and drive engagement and systemic adoption of the Foundation Medicine portfolio.
Apply national strategies as appropriate and adapt account plans to changes in the landscape.
Identify and execute contracting opportunities within defined accounts.
Collaborate with Account Executives, Customer Experience Executives, and other team members to implement strategic account plans across account networks, including satellite accounts and individual healthcare professionals.
Define customer-level engagement plans, including distinct and shared engagement points across system-level and patient-care decision makers.
Educate customers on and support local adoption of reimbursement and billing services.
Partner with Sales, Operations, the Payer Team, and broader commercial teams to broaden and deepen strategic relationships.
Conduct periodic account-plan review meetings with regional and area leadership and cross-functional customer-facing account teams to communicate strategies, milestones, accomplishments, and insights.
Identify and act on industry trends, issues, and challenges that may affect long-term strategy and performance.
Facilitate resolution of difficult issues with customers or senior management using sound judgment and interpersonal skill.
Research prospective customers’ businesses, competitors, market share, long-term plans, financial performance, and industry trends to identify opportunities.
Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
Collect competitor information, including brand strengths and weaknesses, market share, go-to-market and service strategies, pricing, programs, differentiation, and investments, and incorporate it into plans and presentations.
Travel within the assigned territory and to company meetings; travel may be up to 90% of the time.
Perform other duties as assigned and comply with Foundation Medicine’s attendance policies.