Strategic Account Manager - Houston, TX

Foundation Medicine•Houston, TX

2d•$160,000 - $200,000•Remote

About The Position

The Strategic Account Manager is a field-based role focused on direct customer engagement and delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks, and complex physician networks. The role maintains and develops customer relationships while driving sales volume for FMI’s products and cultivating 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 informed by commercial, clinical, financial, reimbursement, market, and competitive considerations. It works with customer leaders and cross-functional FMI teams to drive engagement, portfolio adoption, contracting opportunities, reimbursement and billing services, and long-term account agreements. The role is based in the remote primary location noted in the compensation information, with the job title identifying Houston, Texas, and requires travel within the assigned territory and to company meetings, with travel commitment 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 years of experience in a complex clinical setting working with physicians and patients.
Demonstrated success managing complex key accounts and IDNs, including influencing key decision makers, C-suite selling, and strategic planning.
History of proven results and successful performance, including 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.

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 is beneficial.
Proficiency with Microsoft Office, including Word, Excel, and PowerPoint.
Familiarity with sales techniques and pipeline management.
Demonstrated success with customers in the defined territory.
Strong attention to detail and organizational skills.
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.
Proven negotiation skills involving contracts and key customer processes.
Excellent listening, verbal, and written communication skills.
Demonstrated leadership, training, or coaching within an organization.
Understanding of HIPAA and the importance of patient data privacy.
Commitment to reflect FMI’s values of Integrity, Courage, and Passion.

Responsibilities

Meet and exceed quarterly and annual sales quotas and objectives for FMI’s product portfolio.
Manage and grow relationships with key decision makers in defined strategic accounts, maintaining trust-based relationships that position FMI as the partner of choice.
Assess accounts and regional markets, including clinical, financial, and reimbursement considerations, to identify and set commercial strategies.
Create and execute strategic account business plans that provide comprehensive customer solutions and drive engagement and systemic adoption of FMI’s portfolio; pull through national strategies where appropriate.
Adapt account plans to ongoing changes in the landscape.
Identify and execute contracting opportunities within defined accounts.
Collaborate with Account Executives and Customer Experience Executive team members to support execution of strategic account plans across SAM-led account networks, including child-level and satellite accounts and individual HCPs.
Define customer-level engagement plans, including distinct and shared engagement points across SAMs, AEs, and customer stakeholders.
Educate customers on reimbursement and billing services and drive local pull-through.
Partner with Sales, Operations, the Payer Team, and broader commercial teams to broaden and deepen strategic relationships.
Conduct periodic account-plan reviews with regional and area leadership and cross-functional customer-facing teams, communicating strategies, milestones, accomplishments, and insights.
Proactively identify and act on industry trends, issues, and challenges that affect long-term strategy and performance.
Facilitate resolution of difficult issues with customers or senior management using judgment and political savvy.
Research potential customers’ businesses, competitors, market share, long-term plans, financial performance, and industry trends to assess opportunity.
Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
Collect competitor information and incorporate it into business plans and presentations.
Travel within the assigned territory daily and attend company meetings biannually; travel may be up to 90% of the time.
Perform other duties as assigned.
Comply with FMI’s attendance policies.