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Assoc Dir, Commercial Programs

  • Remote, Massachusetts, United States
  • Full Time

About the Job

The Associate Director, Commercial Programs (ADCP), establishes and drives the development of FMI’s collaborations and cross-functional teamwork to expand FMI’s beyond-the-assay partnership with external stakeholders. This involves a combination of leading customer engagements on data, workflow integrations, and data insight conversations as well as managing cross-team initiatives to deliver value. The Associate Director's customer engagement work encompasses the creation and implementation of a high-level business plan and sales strategy focused on leveraging the combined expertise and resources of FMI.

This role is responsible for maintaining and developing relationships with customers to achieve defined objectives within FMI’s beyond-the-assay strategy. The Associate Director, Commercial Programs is a vital component to FMI maintaining a strong partnership with commercial customers.

Key Responsibilities

  • Partner with National Account and Regional Sales team members to target, plan, and drive test utilization through beyond-the-assay collaborations with FMI’s external partners.
  • Collect and communicate voice of the customer feedback to effectively prioritize internal development of new data tools and features.
  • Collaborate with FMI’s technology team to create new features that support seamless assay ordering and reporting across external stakeholders.
  • Engage customers on data collaborations (e.g., Foundation Insights, CGDB, Foundation Core) and data integrations (e.g., EMR, clinical trial matching) and FMI’s digital tools and deliver opportunities beyond-the-test.
  • Identify and build data partnerships with external stakeholders to expand FMI’s ability to service customers and deliver critical decision insights.
  • Develop a thorough knowledge of customer needs and characteristics to effectively manage the relationship and communicate needs back to key internal stakeholders.
  • Manage client onboarding, education, and implementation of FMI data products.
  • Lead cross-team initiatives to further develop FMI’s workflow integration, data insights and data collaboration tools.
  • Communicate effectively to internal stakeholders the key insights gathered from client regarding opportunities to better serve their data needs.
  • Develop and execute a shared strategy and tactics with key commercial partners with the focus on expanding F1CDx, F1LCDx, and F1H testing and increasing patient access to drugs
  • Partner closely with FMI functions to develop the tools and messaging needed for the successful implementation and execution of FMI’s commercial programs.
  • Maintain a high level of product and market knowledge and apply it, as applicable.
  • Communicate strategies, milestones, accomplishments, and insights pertaining to team and accounts.
  • Hold discussions with C-suite prospects, clinicians and other key external stakeholders on the value of FMI ‘beyond the test offerings’ and communicate effectively back how FMI can support client needs.
  • Analyze complex data and develop actionable insights.
  • Navigate matrixed organizational structures as well as large complex customers and their processes.
  • Travel up to 50% of the time, including regular overnight travel.
  • Other duties as assigned.

Qualifications

Basic Qualifications

  • Bachelor’s degree
  • 7+ years of experience in a relevant industry (pharmaceutical, health IT, digital health, diagnostics, healthcare consulting, healthcare delivery)
  • 2+ years of experience team selling or cross-functional selling in complex environments; communicating how to integrate products into EMR/EHR environments

Preferred Qualifications

  • Master’s degree or Advanced Degree in a relevant field
  • 7+ years of experience in the oncology industry with experience in health IT, digital health, healthcare consulting, and / or healthcare delivery
  • 3+ years of experience doing team selling or cross-functional selling in complex environments in the oncology industry; communicating how to integrate products into EMR/EHR environments
  • Proficiency with PDF, XML, HL7, Variant and BAM files; strong understanding of EMR, LIS systems
  • CRM proficiency: Salesforce.com beneficial
  • Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
  • Experience engaging customers on the benefits of real-world data
  • Prior experience conducting clinical systems integrations including EMR, pathways, clinical trial platforms
  • Familiarity with oncology, oncology practice management, genomics, and clinical data systems by training or experience
  • Executive presence with superior oral/written communication skills, including strong negotiation skills
  • Demonstrated ability to develop strong working relationships with matrix partners in the organization
  • Strong influencing skills and effective communicator; excellent communication skills, presentation skills and possesses excellent relationship-building skills with internal and external stakeholders
  • Business and Financial Acumen with ability to analyze complex data and develop actionable insights
  • Customer focus - ability to meet customer expectations and act with a strong focus on how to deliver
  • Strategic thinker with a strategic execution mindset
  • Track record of successful cross-functional collaboration in problem solving
  • Accurate forecasting capabilities throughout the sales cycle
  • Familiarity with different sales techniques and pipeline management
  • Exceptional communication and consultative skills to employ solutions-based selling
  • Proven negotiation skills working with contracts and key customer processes
  • Understanding of HIPAA and importance of privacy of patient data
  • Commitment to FMI values: patients, innovation, collaboration, and passion

 

 

 

 

Please be aware that Foundation Medicine mandates COVID-19 vaccination of all employees regardless of work location. Accommodations may be made in accordance with applicable law.

 

About Foundation Medicine

Foundation Medicine, Inc. (FMI) began with an idea—to simplify the complex nature of cancer genomics, bringing cutting-edge science and technology to everyday cancer care. Our approach generates insights that help doctors match patients to more treatment options and helps accelerate the development of new therapies. Foundation Medicine is the culmination of talented people coming together to realize an important vision, and the work we do every day impacts real lives.

Confidence, or the belief that we need to check every box before applying for a job, can sometimes hold us back from going after a role that inspires us. At Foundation Medicine there's no such thing as the 'perfect' applicant, and our company is a place where every employee can make an impact and continue to grow whatever background they may have or path they may have taken. So, as long as you meet the basic qualifications for a role, please apply if you see a position that would make you excited to come into Foundation Medicine every day and help us transform cancer care.

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Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also FMI’s EEO Statement and EEO is the Law and Supplement. If you have a disability or special need that requires accommodation, please let us know by completing this form.  (EOE/AAP Employer)

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