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Director, Commercial Channels Optimization

  • United States
  • Full Time

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.


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



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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