Account Executive II - Albuquerque, NM

Foundation Medicine, Inc.; Morrisville (NC); On-site; USD 140,000 - 175,000; Full time

Job summary

Foundation Medicine, Inc. in Albuquerque, NM is seeking an Account Executive II to drive sales for our oncology product portfolio.

This field-based role engages with oncologists and health systems, executing account plans and building strong relationships within a defined geography. You will exceed quotas, develop business plans, navigate complex accounts, collaborate with SAMs, and travel up to 90% to meet customers and attend company meetings.

Qualifications

• Bachelor's degree or equivalent experience.
• 6+ years of direct selling in diagnostics or life sciences.
• Willingness to travel within territory up to 90%.
• Proven track record of meeting sales plans.

Responsibilities

• Meet/exceed quarterly and annual sales quotas for FMI portfolio.
• Create/account plans to grow volume, acquire new accounts, and retain customers.
• Engage with key stakeholders (C-suite, oncologists, pathologists) and coordinate with SAM.
• Navigate accounts, identify opportunities, and present solutions.
• Develop messages and presentations; negotiate to align with account plans.

Skills

Sales experience

Relationship building

Account planning

Data-driven selling

Education

Bachelor's degree or equivalent

Tools

Salesforce.com

Power BI

Definitive Healthcare

Hospital Compare

Job description

Foundation Medicine, Inc.

Account Executive II - Albuquerque, NM

• Albuquerque, New Mexico, United States
• Full Time

About the Job:

The Account Executive II (AE II) is a field-based role with direct customer engagement on the Sales team within FMIs Commercial operation. The position is responsible for driving sales volume for FMIs suite of products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

Key Responsibilities:

• Meet and exceed quarterly and annual sales quotas/objectives for FMIs product portfolio.
• Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainment.
• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement in close alignment with Strategic Account Manager (SAM), as part of strategic account plans for SAM-led customer networks. Engage customers identified as AE-owned targets, and closely coordinate with SAM on pull-through engagement for any shared customer engagement points (where clearly defined as part of SAM strategic account plan).
• Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite) that are not SAM-led, and support engagement pull-through in SAM-led accounts.
• Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives).
• Identify trends through analytics, regular data reviews and non-traditional, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities.
• Assess information relevant to sales, identify key issues / customer adoption barriers, and develop solutions through sales environment adjustments.
• Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions.
• Educate and pull through reimbursement and billing services at local level.
• Interact with key stakeholders using skill and political savvy: including c- suite, oncologists, pathologists, urologists, admin etc., National Accounts.
• Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.).
• Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth.
• Build and maintain positive relationships with key day-to-day customer contacts.
• Develop clear, concise, and compelling communication plans and customize messages to meet audience needs.
• Develop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plans.
• Create clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understood.
• Negotiate with customers to achieve buy-in and alignment with account plans.
• Negotiate alignment between Foundation Medicine and customers to meet account objectives.
• Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts.
• Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers.
• Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicines business.
• Monitor and adhere to timelines for plan, adjust based on changing customer or business needs.
• Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans.
• Integrate strong knowledge of brand strategy, trends, and performance information into customer plans.
• Integrate relevant competitor information into account plans and presentations.
• Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue.
• Conduct comprehensive analysis of Foundation Medicines, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT).
• Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations
• Travel within assigned territory (daily, per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time.
• Other duties as assigned.
• Comply with FMI's attendance policies

Qualifications:

Basic Qualifications:

• Bachelors Degree or equivalent experience
• 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and patients
• History of proven results and successful performance, including achievement of sales plan
• Lives within 50 miles of defined workload center of territory / accounts / HCPs
• Commitment to travel within defined territory

Preferred Qualifications:

• 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market
• 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 selling oncology-based tests or products to medical oncology, urology, and/or pathology
• Demonstrated track record of success with customers within the defined territory
• Demonstrated attention to detail and strong organizational skills
• Demonstrated experience handling multiple tasks at once
• 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
• Excellent listening, verbal and written communication skills
• Strong negotiation skills
• Understanding of HIPAA and the importance of patient data privacy
• Commitment to reflect FMIs values: Integrity, Courage, and Passion

The expected salary range for this position based on the primary location of Remote is $139,920 - $174,900 per year. The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

#LI-Remote

Equal employment opportunity, including veterans and individuals with disabilities.