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Associate Director, National Accounts

  • United States
  • Full Time

About the Job

The Associate Director, Community National Accounts is a field-based role with direct customer engagement and ensures access to and drives the growth of FMI’s products by working directly with national community provider networks, community oncology group purchasing organizations (GPOs), and other oncology customer groups serving patients at the national network level. 

This role is accountable for developing and executing strategic business plans, and for tracking progress against key metrics which include business growth, customer satisfaction and pull through with the broader commercial team and key stakeholders within the FMI organization. The Associate Director is responsible for the multi-functional coordination and execution of resources to support events such as national meetings, summits, and other events in support of their assigned national accounts as a part of their broader strategic planning as necessary. The Associate Director, National Accounts is a vital component to FMI maintaining a strong presence in the Community Oncology market. 

This individual will be responsible for the management of 3-5 identified customers and will be responsible for the creation and implementation of a high-level business plan and commercial strategy focused on leveraging the combined expertise and resources of FMI. The position requires multifunctional interactions including close collaboration with National Accounts, Client Services, Marketing, Data Products, Sales Operations, Business Development, Account Executives and Sales Leaders. 

Key Responsibilities

  • Manage and grow relationships with key decision makers within defined national 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.
  • Represent FMI as the primary point of contact for assigned accounts with key decision makers across the system (e.g. Director, VP and C-Suite level).
  • Work closely with National Accounts leadership to set and manage annual operating budget for assigned accounts.
  • Partner closely with account and internal leadership to drive alignment and execution success.
  • Collaborate with Area Sales Directors and Regional Sales Leaders to evaluate sales opportunities pertinent to strategy and territory business plans; assess where there may be synergies and opportunities across the customers.
  • Communicate strategies, milestones, accomplishments, and insights pertaining to accounts.
  • Develop and execute both short and long-term strategic initiatives and related tactics to ensure meaningful partnership and pull through of FMI products with assigned National Accounts.
  • Translate strategic account plans to Commercial team and cross-functionally so that others understand their role and the why behind it.
  • Interact with key stakeholders – national accounts, internal SMEs and decision makers aligned to strategic objectives of accounts, sales teams.
  • Complete strategic customer account plans that meets FMI standards.
  • Convey C-Suite strategy into actionable execution at the local AE level; drives pull through actions top-down/bottom-up to deliver financial results.
  • Leverage market insights and knowledge to develop strategic network plans that achieve desired outcomes.
  • Travel up to 60% of the time, including regular overnight travel. 
  • Other duties as assigned.


Basic Qualifications:

  • Bachelor’s Degree
  • 7+ years of experience in a commercial role within a pharmaceutical, diagnostics, healthcare, research products 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:

  • MBA or other advanced (Master’s+) Degree in a business or related field
  • 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, and laboratory markets
  • 5+ years of experience in leading without authority roles to organize and drive aligned execution with geographically disperse teams in the oncology industry
  • 3+ years of experience in community oncology national accounts:
    • Team selling or cross-functional selling
    • Executive level selling and strategic account management within community oncology
    • Maintaining relationships at the Executive level in community oncology national accounts
    • Past demonstration of consistent achievement of goals and objectives in ambiguous environments while effectively demonstrating influence without authority
  • Understanding of the Community Oncology landscape and the unique challenges facing Oncologists in this space both now and looking forward
  • CRM proficiency: Salesforce.com beneficial
  • Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
  • Industry-specific knowledge and skills and understanding of the system of how FMI & customers achieve goals and can apply those to help attain desired business objectives
  • Convey an understanding of account dynamics, strategic direction and how internal and external factors influence the business of Oncology at each site
  • Ability to take a ‘big picture’ view of a situation, to weigh it up quickly, make a logical, sound decision, and influence to have a positive impact towards achieving business & financial objectives for FMI and customers
  • Demonstrated track record of strategic development, innovation, and successful implementation of effective business solutions within defined customer set
  • Consistently meet milestones; is persistent in the face of obstacles and accountable for results
  • Executive presence outward and attitude
  • 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
  • Strong interpersonal skills that include excellent skills in written communication, oral communication, collaboration, and problem solving with other departments and colleagues
  • Understanding of HIPAA and the importance of patient data privacy
  • Commitment to reflect FMI’s values: passion, patients, innovation, and collaboration


About Foundation Medicine

Foundation Medicine 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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