National Strategic Accounts Senior Manager (Southeast)
Adaptive Biotechnologies
- Nashville, TN
- Permanent
- Full-time
- Demonstrate knowledge of, access to, and the ability to influence all key stakeholders in assigned community-based network accounts to drive sales. (Oncologists/Hematologist, Hematology Pathologist, Practice Leaders, Advanced Practice Providers, Lab personnel, and Supportive Personnel)
- Partner cross-functionally with external and internal stakeholders to execute pull-through business plans and serve as the customer-facing leader for assigned community-based network accounts.
- Develop, execute, and pull-through business plans to drive utilization and adoption for assigned strategic community-based network accounts within the given region.
- Monitor product utilization, penetration, and other key performance metrics within assigned accounts.
- Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads, prospects, and opportunities.
- Deliver compelling sales presentations: close initial business, follow-up, and identify repeat business while building a network of referrals.
- Participate in/facilitate account agreements, educational programs, training, and customer support efforts working with Adaptive's internal partners. (DHS, Account Managers, Clinical Services, Market Access, Marketing, Medical Affairs, etc.)
- Build a comprehensive knowledge of customers and prospects, including the overall market, customer needs, personnel and responsibilities, budgeting, knowing their funding processes, and the competition.
- Develop and lead initiatives to drive Adaptive's business imperatives and sales with State Societies, Regional Associations, and other regional strategic partners. (E.g., FLASCO, TxSCO, TOPS, etc.)
- Attend identified relevant national/regional/local education meetings and conferences, maximizing opportunities at these events to deepen and expand Adaptive's business and credibility.
- Develop and maintain all account/contact details within the Customer Relationship Management database (SFDC).
- Self-directed and results-oriented; act as a change agent and make decisions in a dynamic environment with internal and external challenges.
- Excellent communication skills (oral, written, and presentation); ability to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact.
- Comply with all Federal and State laws, regulations, and policies that govern the conduct of Adaptive's activities.
- BA/BS in Life Sciences or related field + 12 years of related experience (oncology/hematology, biotech, life science, or diagnostic sales and/or Oncology lab service background a plus) or Master's degree in Life Sciences or related field + 10 years of related experience.
- Minimum of 5 years' experience in account management and oncology/hematology marketplace.
- Additional oncology/hematology broad-based experience valued: sales operations, sales training, marketing, and sales management.
- Previous experience in launching new oncology/hematology products or indications within community-based network accounts preferred.
- Demonstrated ability to pull together insights from various sources and develop strategic business plans that result in a business decision, action, and sales results.
- Demonstrated communication and teamwork skills; ability to gain alignment and act within a matrix team environment; ability to work in a collaborative and influencing fashion that drives business results.
- Exceptional business acumen and understanding of community-based network landscape.
- Clinical knowledge and proficiency in selling in the clinical oncology/hematology marketplace.
- Ability to establish relationships with high-level Executive and Management personnel.
- Strong technical background in molecular biology, genomics, next-generation sequencing, or immunology a plus.
- Strong understanding of the reimbursement environment in the oncology/hematology marketplace
- Strong presentation and negotiation skills.
- Ability to establish relationships and high-level customer service.
- Outstanding communication skills, including the ability to illustrate potential opportunities for our technology applications.
- Excellent listening, time management, organizational and interpersonal skills.
- Excited about an early-stage company environment that may require greater self-sufficiency.
- Strong working knowledge of relevant software systems (e.g., MS Excel, Salesforce.com, Veeva CRM, Veeva Network, Informatica, Tableau, etc.) is desired.
- Travel 50% by air, train, or car required for regular internal and external business meetings, may include overnight/weekend travel.
- equity grant
- incentive compensation
- transportation reimbursement