Account Executive II - Billings, MT
Foundation Medicine
- Billings, MT
- Permanent
- Full-time
- Meet and exceed quarterly and annual sales quotas/objectives for FMI's product portfolio.
- Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainment.
- Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement.
- Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite).
- Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives).
- Identify trends through analytics, regular data reviews and non-traditional, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities.
- Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments.
- Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions.
- Educate and pull through reimbursement and billing services at local level.
- Interact with key stakeholders using skill and political savvy: including c- suite, oncologists, pathologists, urologists, admin etc., National Accounts.
- Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.).
- Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth.
- Build and maintain positive relationships with key day-to-day customer contacts.
- Develop clear, concise, and compelling communication plans and customize messages to meet audience needs.
- Develop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plans.
- Create clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understood.
- Negotiate with customers to achieve buy-in and alignment with account plans.
- Negotiate alignment between Foundation Medicine and customers to meet account objectives.
- Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts.
- Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers.
- Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine's business.
- Monitor and adhere to timelines for plan, adjust based on changing customer or business needs.
- Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans.
- Integrate strong knowledge of brand strategy, trends, and performance information into customer plans.
- Integrate relevant competitor information into account plans and presentations.
- Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue.
- Conduct comprehensive analysis of Foundation Medicine's, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT).
- Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations
- Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time.
- Other duties as assigned.
- Bachelor's Degree or equivalent experience
- 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market
- History of proven results and successful sales performance, including achievement of sales plan
- Lives within or commitment to live within defined territory and centrally located to defined accounts
- Commitment to travel within defined territory
- 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market
- Oncology and/or molecular diagnostic experience
- Accurate forecasting capabilities throughout the sales cycle
- CRM proficiency: Salesforce.com beneficial
- Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
- Familiarity with different sales techniques and pipeline management
- Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology
- Demonstrated track record of success with customers within the defined territory
- Demonstrated attention to detail and strong organizational skills
- Demonstrated experience handling multiple tasks at once
- Ability to:
- access priorities and mobilize a strategic plan
- work independently as well as collaborate with peers in a fast-paced and cross-functional team environment
- work well under pressure while maintaining a professional demeanor
- adapt to changing procedures, policies, and work environment
- Exceptional communication and consultative skills to employ solutions-based selling
- Excellent listening, verbal and written communication skills
- Strong negotiation skills
- Understanding of HIPAA and importance of privacy of patient data
- Commitment to FMI values: patients, innovation, collaboration, and passion