About the Job

The Associate Director, Laboratory Commercial Optimization is a field-based, direct customer engagement role responsible for customer volume sales growth. This role ensures access to and drives the growth strategy of FMI’s products by working directly with national integrated delivery systems (IDNs), Group Purchasing Organizations (GPOs), national and regional hospital systems, reference & pathology labs, and other pathology and laboratory customer groups serving patients at the national network level. This position represents the commercial laboratory channel and is the liaison to champion the voice of customers (pathology labs, laboratory stakeholders, national community networks, health systems, and federal accounts) with Commercial Product Management teams to enable customer-driven decisions, growth, insights, and optimization to meet commercial sales goals. 

The Associate Director, Laboratory Commercial Optimization partners regularly and often with internal teams to support a portfolio-based marketing and sales strategy that spans centralized and distributed solutions to establish account-based strategic sales relationships across the cancer care ecosystem. This role analyzes and refines internal and external trends that impact FMI Commercial Partnerships through the Laboratory channel and guide resources to maximize customer relationships and growth opportunities. This role identifies opportunities for stakeholder targeting and engagement, process improvements, and workflow solutions with targeted customers and internal cross-functional partners and leads strategic efforts across the cancer care ecosystem and FMI business units to achieve growth goals.

Key Responsibilities

• Develop and execute the commercial channel optimization strategy for laboratory business development partners and key stakeholders internally and customer-facing.
• Lead relationships with executive and enterprise-level decision-makers within laboratory segments at a national network level. 
• Collaborate with internal SMEs and external partners to evaluate additional regional, systems opportunities pertinent to overall national laboratory business development strategy; assess, prioritize, and pursue synergies and opportunities with organized customers.
• Enable overall volume opportunities and account depth across key laboratories by accomplishing the following:
  • Build near-term and long-term laboratory strategies based on a robust assessment of system initiatives, operations, and clinical, regulatory, financial, and reimbursement considerations. Refine plan to meet ongoing changes in the customer and market landscape. 
  • Create and execute business plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio. 
• Act as the go-to-strategic thought partner for insights and strategy through the commercial laboratory channel.
• Lead contract negotiations and national execution across all customer laboratories.
• Own the strategy for the development and deployment of Laboratory and Pathology tools and resources to enable teams to successfully engage through the laboratory channel.
• Lead, coordinate, and drive execution of laboratory business development strategy through RSLs and AEs across territories to ensure optimal and consistent support & customer satisfaction. Coach to plan, as necessary.
• Navigate matrixed organizational structures as well as complex customers and their processes.
• Communicate strategies, milestones, accomplishments, and market insights.
• Collaborate cross-functionally with FMI teams to ensure strategies are successfully executed (marketing, biopharma, learning and development, data teams, legal, medical, operations, and payer team).
• Travel 50% of the time.
• Other duties as assigned.

Qualifications

Basic Qualifications

• Bachelor’s Degree
• 7+ years of experience in a commercial role within a diagnostic, healthcare, research products, pharmaceutical, or similar industry environment
• 5+ years of experience managing complex strategic accounts from a national perspective
• 5+ years of experience in leading without authority roles to organize and drive aligned execution with geographically disperse teams 

Preferred Qualifications

• 7+ years of experience in a commercial role within oncology diagnostics
• 5+ years of experience managing complex strategic accounts from a national perspective related to oncology, pathology, or laboratory markets
• 5+ years of experience in leading without authority roles to organize and drive aligned execution with geographically disperse teams related to oncology, pathology, and laboratory markets
• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
• CRM proficiency: Salesforce.com beneficial 
• Proven track record to negotiate and execute contracting at a network level
• Demonstrated track record of managing complex, national accounts related to oncology and pathology
• Demonstrated track record of strategic development, innovation, and successful implementation of effective business solutions within defined customer set
• Understanding of Laboratory/Pathology performance metrics (Turnaround time, Quantity Not Sufficient, Specimen Procurement, Reimbursement) and potential causes and solutions
• Ability to utilize data tools to identify opportunities and to hold teams accountable
• Demonstrated ability to collaborate cross-functionally within an organization and customer networks to achieve goals
• Ability to accurately forecast business opportunities
• Ability to make informed and effective decisions/choices with an understanding of the financial resources
• Proactively creates solutions in concert with others to eliminate barriers
• Ability to synthesize complex material for presentation to broader teams
• 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 
• Excellent presentation skills
• Understanding of HIPAA and the importance of patient data privacy
• Commitment to reflect FMI’s values: passion, patients, innovation, and collaboration

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