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Director, Key Accounts

  • United States
  • Full Time

About the Job

The Director, Key Accounts is a US field-based role responsible for increasing market presence and driving volume, revenue, and growth across the FMI portfolio. This role facilitates and develops strategies and business activities within key accounts. This position leads a team of Key Account Professionals across the United States to achieve sales objectives, tactical and strategic, near and long term growth. The role leverages a firm understanding of the business, contract development, industry, and competitive landscape to evaluate and anticipate impact. The Dir, Key Accounts implements sales plans that leverage the combined expertise and resources of FMI. The Director is responsible for achieving organizational growth objectives and developing cross-functional partnerships across the organization to support Commercial excellence and a positive customer experience.

Key Responsibilities

  • Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.
  • Oversee strategy to expand market share.
  • Develop strategic plans for targeted accounts.
  • Serve as a strong change agent for and within the Commercial organization, setting the standard and role modeling exceptional change leadership and communication practices.
  • Translate vision into actionable, quantitative plans for your sales team.
  • Create and implement business plans and support the development of strategic account plans at corporate accounts.
  • Customer contract development and execution.
  • Direct sales activities, set expectations, provide guidance, establish accurate plans and forecasts, hold the team accountable to minimum performance standards, build pipelines and execute each phase of the sales process, and drive short-term and long-term results to maximize overall territory growth objective.
  • Develop strong teams, foster a collaborative work environment, encourage innovative thinking, and build leadership skills of direct reports and team members.
  • Provide recommendations and guidance on evaluating sales opportunities pertinent to strategy and territory business plan, coach to pull-through of national strategies as appropriate (e.g., AMC, community, pathology).
  • Improve processes and lead initiatives to implement identified improvements.
  • Effectively present business plans and mitigation strategies to achieve organizational objectives.
  • Leverage market intelligence, environmental factors, and political landscape to identify issues and direct key actions impacting the day-to-day sales activities.
  • Analyze region performance and identify areas of opportunity.
  • Ability to Travel ≥ 70% of the time.
  • Other projects as periodically assigned.


Basic Qualifications

  • Bachelor’s Degree
  • 10+ years of experience in the diagnostics, medical device, or other relevant industry or commercial environment
  • 5+ years of experience as a manager of sales professionals
  • 5+ Years leading teams in Strategic Accounts, IDN or Key Accounts

Preferred Qualifications

  • 10+ years of progressively responsible experience in within the DX or Medical Device space
  • 5+ years of leading a sales team of professionals
  • 5+ Years managing Key Accounts, IDNs or Strategic Account teams
  • Proven record of success (P Club, Chairmans Circle, etc)
  • Experience selling diagnostic oncology-based test and service
  • Experience creating strategic sales plans and developing value propositions
  • Customer segmentation experience
  • CRM proficiency: beneficial
  • Familiarity with different sales techniques and pipeline management
  • Familiarity with next-generation sequences technologies and with all of FMI’s products
  • Proficient with MS Office (e.g., Word, Excel and Power Point)
  • Knowledge of accounts and key influences
  • Knowledge of gathering industry trends, generating deep customer insights and competitive intelligence to align sales strategies
  • Demonstrated experience and success in leading cross-functional projects to impact the business
  • Ability to successfully handle multiple projects at once
  • Action oriented, confident and keen ability to effectively lead and engage team and customers
  • History of strong relationship-building with critical customers, cross-functional partners and external business partners
  • History of developing an organizationally aligned culture that enables team members to do their best work
  • Strong Negotiation skills
  • Strong account management and organizational skills
  • Exceptional communication and consultative skills to employ solutions-based selling
  • Understanding of HIPPA and the impact of patient data privacy
  • Commitment to FMI values: Passion, Patients, Innovation and Collaboration



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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