About the Job

The Director, Commercial Channels Optimization, will be responsible for optimizing partnership services and agreements that are critical for customer launch and the adoption of the FMI portfolio. The ideal candidate understands how to build a cohesive strategy uniting various teams while simultaneously evaluating potential new areas for partnership that leverage FMI’s offerings

You will lead the team charged with creating and developing strategies that will support and expand the use of comprehensive genomic profiling across commercial the commercial team.

The Director Commercial Channels Optimization, the ideal candidate has a strong strategic and analytic background, excellent communication, and collaboration skills, and demonstrated ability to deliver high quality deliverables in a fast-paced environment. They will also have a track record of idea execution, from building a holistic business case for novel opportunities all the way through closing high-value deals and laying the groundwork for future success.

Key Responsibilities

• Develop a team focused on enhancing internal partnerships third party partnerships 
• Represent and champion the collective voice of customer (national community networks, health systems, pathology labs, federal accounts) with Commercial Product Management teams to enable customer-driven trade-off decisions.
• Partner with Product Management and other key stakeholders to advance third-party partnership opportunities.
• Lead interactions with the biopharma team to help drive joint field development to support Commercial activities pre and post CDx approval.
• Partner with internal teams to develop a portfolio-based marketing and sales strategy that spans centralized and distributed solutions with the objective of establishing account based strategic sales relationships instead of oncologist focused.
• Lead the end-to-end deal execution, from identification and prioritization of potential partners to business case development, to financial assessment, to transaction structuring and negotiation, to facilitating the completion of contract documents.
• Develop commercial partnerships/opportunities with customers seeking to internalize testing.
• Build strong relationships with senior / executive members of current and prospective partners.

• Work closely with cross-functional peers to align on and execute strategic initiatives in support of FMI objectives.

• Analyze complex data and develop actionable insights.

• Travel up to 30% of the time.

• Other duties as assigned.

Qualifications

Basic Qualifications

• Bachelor’s Degree
• 12+ years of experience in a commercial role within a diagnostic, healthcare, research products or similar industry environment
• Prior experience owning, building, and executing a strategic plan and or launching a product
• Demonstrated ability to create end to end strategies with a customer centric mindset that drives market penetration and transcends partnerships from merely transactional

Preferred Qualifications

• Master's Business Administration (MBA) or advanced degree strongly preferred
• 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

• Existing c-suite relationships and direct experience with oncology, genomics, reference laboratory, and industry leadership and key opinion leaders throughout the ecosystem of care
• Domain knowledge of barriers to test utilization such as phlebotomy, ordering/resulting, EMR integration, clinical decision support, and more.
• Strong cross-functional collaboration skills, with proven experience managing complex projects through influence
• Demonstrated bias for action to iterate and create clarity within ambiguous initiatives

• Prior experience in corporate based roles within diagnostics or life sciences such as finance, strategy, marketing, and business development

• Proven track record to negotiate and execute contracting
• 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 strategy development, innovation, and successful implementation of effective business solutions

• Business and Financial Acumen with ability to analyze complex data and develop actionable insights

• Successful track record as a leader within the diagnostics industry and / or possesses clear aptitude as a leader

• Demonstrated ability to develop strong working relationships with matrix partners in the organization

• Customer focused - ability to meet customer expectations and act with a strong understanding of how to deliver

• Track record of successful cross-functional collaboration in problem solving

• Strategic thinker with a strategic execution mindset

• 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

• Strong influencing skills and effective communicator; excellent communication skills, presentation skills and possesses excellent relationship building skills with internal and external stakeholders

• Executive presence

• Understanding of HIPAA (Health Insurance Portability and Accountability) and importance of privacy of patient data

• Commitment to FMI values: patients, innovation, collaboration, and passion
• Experience in a fast-growing commercial organization with product launch experience
• Excellent strategic and analytical skills
• Experience working in a start-up environment, leading complex strategic initiatives
• Ability to prioritize, set goals and deliver results with a high emphasis on quality, technical rigor, and attention to detail.
• Innovative thinking and exceptional business acumen, analytical and problem- solving skills
• Mission driven; excitement to transform cancer screening and management as we know it
• Outstanding customer-centric and relationship management skills

#LI-Remote