About the Job

The Key Account Manager is a field-based role with direct customer engagement delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks and complex physician networks, while maintaining and driving new relationships. The position is responsible for driving sales volume for FMI’s suite of specialty products and services while cultivating relationships with oncologists and other members of the extended cancer care community in targeted accounts.

Key Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.

• Manage and grow relationships with key decision makers within defined corporate accounts; maintain trust-based relationships that reinforce FMI as partner of choice.

• Identify and set account commercial strategies based on robust assessment of account, regional market, clinical, financial, and reimbursement considerations.

• Refine plan to meet ongoing changes in landscape.

• Create and execute business and account plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio. Pull-through of national strategies as appropriate (e.g., AMC, pathology, community).

• Identify and execute contracting opportunities within defined accounts.

• Collaborate with Sales Specialist and Customer Experience Executive team members and ensure optimal coverage of satellite accounts and HCPs.

• Educate and pull-through reimbursement and billing services at local level.

• Continually demonstrate a high level of product and market knowledge and use it to inform decisions, plans, and actions.

• Partner closely with account and internal leadership to gain commitments from stakeholders.

• Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships.

• Communicate strategies, milestones, accomplishments, and insights pertaining to accounts.

• Bring in appropriate expertise to provide insights and grow customer business.

• Build relationships with key decision makers and senior leaders within customer organizations.

• Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance.

• Develop clear, concise, and compelling presentations for senior-level audiences and develop contingency plans for overcoming anticipated objections and roadblocks during presentations.

• Demonstrate skill in communicating FMI value, regardless of content, medium, or audience.

• React to changing situations by developing alternative agreement outcomes while engaged in a negotiation.

• Facilitate resolution of difficult issues with customer or senior management using skill and political savvy.

• Identify potential opportunities using new or innovative sources.

• Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunity.

• Develop criteria for qualifying and prioritizing leads.

• Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.

• Develop new and unique approaches to address opportunities in strategically important accounts.

• Anticipate brand, channel, and market trends when developing long-term account strategies.

• Proactively make significant adjustments to plan execution in anticipation of changing customer or business needs.

• Integrate competitor information with relevant customers, and company information to develop sound account plans and compelling sales presentations.

• Use advanced understanding of industry trends to anticipate competitor strategies and overcome customer objections.

• Collect relevant competitor information (brand strengths and weaknesses, share, go-to-market strategy, service options, pricing strategy, programs, points of differentiation, investment strategy) and integrate into business plans and presentations.

• Analyze data from multiple sources and accounts within a channel to identify or forecast emerging trends.

• Ensure full participation from day-to-day plan participants and hold them accountable for execution.

• Use data analysis results to recommend action on less obvious or long-term opportunities in accounts.

• Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to (90%) of time.

• Other duties as assigned.

Qualifications

Basic Qualifications

• Bachelor’s Degree or equivalent experience

• 6+ years of direct selling experience in the diagnostics or life sciences industry focusing on major accounts and IDNs

• Demonstrated track record of success managing complex key accounts and IDNs including influencing key decision makers, C-Suite selling, and strategic planning

• History of proven results and successful sales performance, including achievement of sales plan

• Lives within or commitment to live within defined territory and centrally located to defined accounts

• Commitment to travel within defined territory

Preferred Qualifications

• Master’s degree in business or healthcare related field

• 8+ years of demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology in complex systems

• 10+ years of direct selling experience in diagnostics or life sciences

• Oncology and/or molecular diagnostic experience

• Accurate forecasting capabilities throughout the sales cycle

• CRM proficiency: Salesforce.com beneficial

• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)

• Familiarity with different sales techniques and pipeline management

• Demonstrated track record of success with customers within the defined territory

• Demonstrated attention to detail and strong organizational skills

• Ability to:
  • access priorities and mobilize a strategic plan
  • work independently as well as collaborate with peers in a fast-paced and cross-functional team environment
  • work well under pressure while maintaining a professional demeanor
  • adapt to changing procedures, policies, and work environment

• Exceptional communication and consultative skills to employ solutions-based selling

• Proven negotiation skills working with contracts and key customer processes

• Excellent listening, verbal and written communication skills

• Demonstrated leadership, training, or coaching within the organization

• Understanding of HIPAA and importance of privacy of patient data

• Commitment to FMI values: patients, innovation, collaboration, and passion

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