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Vice President, Sales

  • United States
  • Full Time

About the Job

The Vice President, Sales is an experienced executive and key member of the Commercial Leadership Team (CLT) and oversees the remote sales organization and functions at FMI. This position is responsible for the overall profitability of the enterprise by driving business results, overseeing overall objectives, strategy, and 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 high-level sales business plans that leverage the combined expertise and resources of FMI. The VP, Sales also ensures processes, tools and programs are available to support the remote commercial sales organization and workforce management. Additionally, this leadership position contributes to the development of sales training programs and other initiatives to enable the sales function to achieve business objectives.

This role is a national position and covers all organizational regions which may require weekly overnight travel.

Key Responsibilities

  • Direct national sales activities, set expectations, provide guidance, establish accurate plans and forecasts, hold the team accountable for building pipelines and executing each phase of the sales process, and drive short-term and long-term results to maximize overall territory growth objective.
  • Serve as a strong change agent for and within the Commercial organization, setting the standard and role modeling exceptional change leadership and communication practices.
  • Develop strong teams, foster a collaborative work environment, encourage innovative thinking, and build leadership skills of direct reports and team members.
  • Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.
  • Develop and implement the sales strategy, ensuring consistency of approach and highest quality deliverables.
  • Effectively present business plans and mitigation strategies to achieve organizational objectives.
  • Develop and execute sales strategies to stay current with the ever-changing market landscape.
  • People-centric with demonstrated ability to communicate with internal and external customers at executive and entry levels.
  • Improve processes and lead initiatives to implement identified improvements.
  • Translate vision into actionable, quantitative plans for the commercial sales business group.
  • Improve processes and lead initiatives to implement identified improvements.
  • Travel >50% of the time.
  • Other duties as assigned.


Basic Qualifications

  • Bachelor’s Degree
  • 15+ years of experience in sales, marketing, or business development
  • 10+ years of experience managing a team of people managers

Preferred Qualifications

  • MBA or PhD within the business, science, healthcare, or biomedical disciplines
  • 15+ years of progressively responsible experience in sales, preferably within medical device or diagnostics
  • 10+ years of Sales team leadership experience
  • 7+ years of professional experience:
    • selling oncology-based tests and services
    • driving or leading market research to support healthcare sales
    • building financial models representing complex market situations to facilitate data-driven decision making
    • creating impactful strategic sales plans and developing value propositions, positioning, and targeting
    • in healthcare with an emphasis on diagnostics, genomics, and/or biotechnology
  • Proven track record of consistently meeting/exceeding sales quotas.
  • Strong knowledge and understanding of hospital, physician office, and laboratory processes and frameworks
  • Experience managing direct and Commercial Sales Organization (CSO) vendor contract employees
  • Experience building relationships with key customers, cross-functional partners, and external business partners
  • Experience developing an organizationally aligned culture that enables team members to do their best work
  • Demonstrated ability to resolve complex issues independently and with cross-functional expertise
  • Knowledge of gathering industry trends, generating deep customer insights and competitive intelligence to align sales strategies
  • History of strong relationship-building with key customers, cross-functional partners, and external business partners
  • Familiarity with developing sales plans and strategies to drive organizational growth
  • Familiarity with next-generation sequencing technologies and with all of FMI’s products
  • Mastery in analyzing and interpreting data
  • Excellent listening, negotiation, and presentation skills
  • Understanding of HIPAA and the importance of patient data privacy
  • Commitment to reflect FMI's 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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Internal applicants, please use your FMI email address.

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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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