Strategic Account Manager - Nashville, TN
Foundation Medicine
- Nashville, TN
- Permanent
- Full-time
- Meet and exceed quarterly and annual sales quotas/objectives for FMI's product portfolio.
- Manage and grow relationships with key decision makers within defined strategic accounts; maintain trust-based relationships that reinforce FMI as partner of choice.
- Identify and set account commercial strategies based on robust assessment of account, regional market, clinical, financial, and reimbursement considerations.
- Refine plan to meet ongoing changes in landscape.
- Create and execute business and account plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio. Pull-through of national strategies as appropriate (e.g., AMC, pathology, community).
- Identify and execute contracting opportunities within defined accounts.
- Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal coverage of satellite accounts and HCPs.
- Educate and pull-through reimbursement and billing services at local level.
- Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships.
- Communicate strategies, milestones, accomplishments, and insights pertaining to accounts.
- Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance.
- Facilitate resolution of difficult issues with customer or senior management using skill and political savvy.
- Research potential customers' business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunity.
- Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
- Collect relevant competitor information (brand strengths and weaknesses, share, go-to-market strategy, service options, pricing strategy, programs, points of differentiation, investment strategy) and integrate into business plans and presentations.
- Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to (90%) of time.
- Other duties as assigned.
- Bachelor's Degree or equivalent experience
- 6+ years of direct selling experience in the diagnostics or life sciences industry focusing on major accounts and IDNs
- Demonstrated track record of success managing complex key accounts and IDNs including influencing key decision makers, C-Suite selling, and strategic planning
- History of proven results and successful sales performance, including achievement of sales plan
- Lives within or commitment to live within defined region and centrally located to defined accounts
- Commitment to travel within defined region
- Master's degree in business or healthcare related field
- 10+ years of direct selling experience in diagnostics or life sciences
- 8+ years of demonstrated track record 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 beneficial
- Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
- Familiarity with different sales techniques and pipeline management
- Demonstrated track record of success with customers within the defined territory
- Demonstrated attention to detail and strong organizational skills
- 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
- Proven negotiation skills working with contracts and key customer processes
- Excellent listening, verbal and written communication skills
- Demonstrated leadership, training, or coaching within the organization
- Understanding of HIPAA and importance of privacy of patient data
- Commitment to FMI values: patients, innovation, collaboration, and passion