About the Job

The Associate Director, IDN Strategy Development builds and executes plans focused on unlocking and accelerating revenue generating commercial opportunities within targeted Integrated Delivery Networks (IDN’s), their associated member health systems. In addition, this role works across the FMI portfolio in close partnership with cross functional internal partners to take business plans from hypothesis to conclusion ensuring a wholistic strategy. 

Key Responsibilities

• Manage and grow relationships with key decision makers within defined IDN accounts. 
• Drive overall Commercial execution and excellence across assigned priority accounts by accomplishing the following: 
  • Identify and set account strategies based on robust assessment of account, market, clinical, regulatory, financial, and reimbursement considerations. Refine plan to meet ongoing changes in landscape.
  • Create and execute business plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio. 
  • Lead contract negotiations and national execution within defined accounts and strategic partners. 
  • Drive execution of strategy through RSLs and AEs at local accounts to ensure optimal, consistent support and customer satisfaction. Coach teams and individuals to plan as necessary. 
• Develop and implement analytics, tools and resources to evaluate account performance and provide insights 
• Collaborate with Director of Strategic Commercial Partnerships Enablement and Associate Director GPOs on cross-functional/linking strategies to optimize IDN access and opportunity. 
• Leads account identification initiatives focused on tailoring a process and operationalizing FMI portfolio specific to that account/practice.
• Collaborate with Area Sales Directors and Regional Sales Leaders to evaluate sales opportunities pertinent to strategy and territory business plans; assist in pull-through of volume and revenue. 
• Partner closely with account and internal leadership to drive alignment and execution success.
• Maintain a robust understanding of the overall healthcare landscape to inform strategic direction of commercial efforts, proactively identifying and prioritizing opportunities for growth in IDNs.
• Develop and execute portfolio strategies in collaboration with internal partners; compliantly advocate for resources to support business to business solutions and serve as change agent when necessary. 
• Demonstrated planning/organizational skills; ability to plan for both the long and short term; ability to work on many issues at once and to prioritize work.
• Build strong relationships with senior / executive members of current and prospective partners.
• Customer focused; Able to establish and develop relationships, deliver presentations, and diplomatically resolve issues.
• Collaborate directly with FMI's executive leadership to refine business cases and partnership models.
• Be a thought partner across internal teams to elevate go-to-market efforts, including positioning and messaging.
• Identify gaps in key customer/market needs that FMI can serve (gathered from industry conferences, VOC (Voice of Customer), and cross functional partnering).
• Ability to meet customer expectations and act with a strong understanding of how to deliver.
• Analyze complex data and develop actionable insights.
• Travel up to 50% of the time.
• Other duties as assigned. 

Qualifications

Basic Qualifications

• Bachelor’s degree required
• 10+ years of experience in US Bio-Pharmaceutical/Health Care, diagnostics sales and account management
• 5+ Years direct experience in account management for Integrated Delivery Networks or large hospital systems with demonstration of outstanding results
• 5+ years of experience managing complex strategic accounts from a national perspective related to oncology, pathology, and laboratory markets 

Preferred Qualifications

• Masters Business Administration (MBA)
• Prior experience in corporate based roles within diagnostics or life sciences such as sales, market access, strategy, marketing, and business development
• Strong understanding of the Oncology ecosystem and evolving marketplace; focuses on removing obstacles on the horizon, planning for future success; demonstrates the ability to maneuver through conflict and ambiguity
• Ability to build and develop partner relationships including the ability to effectively represent FMI and its products to senior levels of management and key thought leaders
• Demonstrated track record of delivering results to customers that align to customer’s desired specifications and or helping customer to create said specifications where none may exist
• Strong understanding of current healthcare environment and how market dynamics drive decision making as it relates to developing partnerships that drive growth and value
• Existing relationships and direct experience with oncology and industry leadership and key opinion leaders throughout the IDN ecosystem of care
• Proven record of accomplishment to negotiate and execute contracting
• Business and Financial Acumen with ability to analyze complex data and develop actionable insights
• Ability to prioritize, set goals and deliver results with a high emphasis on quality, technical rigor, and attention to detail
• Ability to actively problem-solve
• Demonstrated record of accomplishment of strategy development, innovation, and successful implementation of effective business solutions
• Demonstrated ability to develop strong working relationships with matrix partners in the organization
• Demonstrated understanding of the health care environment, Health Care Reform, key market segments, and industry market trends and serves as a thought partner across functions
• Demonstrated planning/organizational skills; ability to plan for both the long and short term; ability to work on many issues at once and to prioritize work
• Strategic thinker with a strategic execution mindset
• Excellent strategic and analytical skills
• Strong cross-functional collaboration skills, with proven experience managing complex projects through influence in a matrixed environment
• Comfortable working and delivering results in a highly dynamic, fast-paced environment
• Strong influencing skills and effective communicator; excellent communication skills, presentation skills and possesses excellent relationship building skills with internal and external stakeholders
• Understanding of HIPAA (Health Insurance Portability and Accountability) and importance of privacy of patient data
• Commitment to FMI values: patients, innovation, collaboration, and passion

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