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Senior Director, Area Sales - (West)

  • United States
  • Full Time

About the Job

The Senior Director - Area Sales is a field-based role with direct customer engagement that leverages industry experience to identify, develop, and pursue customer opportunities and foster, build, and maintain relationships with current customers. The position is responsible for driving business results, overseeing overall objectives, and sales execution aligned to corporate goals. The role leverages a firm understanding of the business, industry, and competitive landscape to evaluate and anticipate impact and to implement sales plans that leverage the combined expertise and resources of FMI. The Senior 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.
  • 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 area sales and customer experience teams 
  • Create and implement area, regional, and territory business plans, and support the development of strategic account plans
  • Direct area 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.
  • Leverage market intelligence, environmental factors, and political landscape to identify issues and direct key actions impacting the day-to-day sales activities.
  • Ability to Travel ≥ 50% of the time.
  • Other projects as periodically assigned.


Basic Qualifications

  • Bachelor’s Degree
  • 12+ years experience in the diagnostics, medical device, or other relevant industry or commercial environment as a sales professional
  • 7+ years experience as a manager of sales professionals
  • 5+ years of experience managing managers
  • Lives within 50 miles of defined workload center of territory / accounts

Preferred Qualifications

  • 12+ years of progressively responsible experience in sales, preferably within diagnostics or medical device
  • 7+ years of Sales team leadership experience
  • 7+ years of professional experience:
    • selling oncology-based tests and services
    • creating impactful strategic sales plans and developing value propositions, positioning, and targeting
    • in healthcare with an emphasis on diagnostics, genomics, and biotechnology
  • Knowledge of accounts and key influencers in the Industry
  • 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
  • History of strong relationship-building with critical customers, cross-functional partners, and external business partners
  • Experience developing an organizationally aligned culture that enables team members to do their best work
  • Familiarity with developing sales plans and strategies to drive organizational growth
  • Familiarity with next-generation sequencing technologies and with all of FMI’s products
  • Understanding of HIPAA and the importance of patient data privacy
  • Commitment to FMI 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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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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