Oncology Account Representative - Charlotte, NC

Thornton Tomasetti; Madison (WI); On-site; USD 87,000 - 173,000; Full time

Job summary

Abbott is seeking an Oncology Account Representative to develop and implement strategic plans to maximize utilization of Oncotype DX and related diagnostics in designated accounts across the United States. The role emphasizes building relationships with oncologists, providers, and payers to ensure access to products.

The position requires 5+ years in medical oncology diagnostics sales, strong territory management skills, and the ability to travel up to 75% of the time.

Qualifications

• Bachelor’s degree in Sales, Business Management, Marketing or Science, or 4 years relevant experience in lieu of degree.
• 5+ years of sales experience selling/promoting complex products in medical oncology and/or diagnostics or similar healthcare products.
• 1+ years of experience in oncology selling chemo/immunotherapy or diagnostics in oncology.
• Proven territory or account management skills.
• Authorization to work in the United States without sponsorship.

Responsibilities

• Meet or exceed sales objectives in an assigned geographic area through field-based call activity/meetings with healthcare providers including oncologists and their staffs.
• Sell company products or services, developing new accounts and driving depth within existing accounts.
• Develop and implement a highly strategic and actionable tactical plan to maximize product utilization in the most productive accounts while staying within budget.
• Collaborate with managed care, reimbursement teams, advocacy groups and providers to ensure access to products.
• Attend sales meetings and professional conferences around the US as needed.
• Communicate product sales and marketing messages effectively with sales management and marketing teams.

Skills

Sales experience

Oncology knowledge

Territory management

CRM experience

Communication skills

Education

Bachelor’s degree or 4 years relevant experience in lieu of degree

Tools

NextGen Sequencing

Genomic diagnostics

Job description

JOB DESCRIPTION

Position Overview As part of our Precision Oncology Sales team, the Oncology Account Representative (known internally as Regional Oncogenomic Liaison or ROL) will develop and implement a plan to maximize the utilization of our products in targeted accounts, while staying within budget and compliance requirements, and support the corporate objectives and highlight the delivery of our key selling messages. Products could include Oncotype DX and RiskGuard (Hereditary Cancer Testing). The ROL should incorporate a high level of service, leveraging key relationships, toward being the best in class for an assay provider. The ROL is expected to solve challenging problems in a dynamic environment. Their plans should emphasize the need to build and maintain comprehensive relationships and develop key contact and account records in our CRM system to manage these relationships. To do this plan, the role must have, or be able to quickly develop, a clear understanding of key territory-related clinical/political issues and create action plans to address. The ROL provides information critical to accomplishing the Abbott Cancer Diagnostics' mission to all parties involved in the sales of our products. The ROL will collaborate with internal and external partners so they can make accurate decisions at all levels of the company (national, regional and area teams). The ROL will work with managed care, reimbursement, our Advocacy group and providers to ensure access to our products.

Essential Duties

• Consistently meet or exceed sales objectives in an assigned geographic area (territory) through field-based call activity/meetings with healthcare providers including oncologists and their staffs on a regular basis.
• Sell company products or services, developing new accounts and driving depth within existing accounts.
• Demonstrate elevated territory management, planning, and implementation.
• Deep and actionable understanding of competitors and market trends that are impacting product utilization of customers.
• Develop and implement a highly strategic and actionable tactical plan to maximize the utilization of our products in the most productive accounts while staying within budget.
• The plan supports the corporate objectives and highlights the delivery of our key selling messages and includes providing a high-level of customer service toward being the best-in-class provider.
• Successfully completes all training programs and works proficiently with the concepts and complexities associated with genomic testing and our Precision Oncology products.
• Invests the time necessary to maintain an in-depth understanding of all disease states associated with our products and the strengths and weaknesses of our competition.
• The ROL successfully uses this technical fluency to move targeted physicians and influencers to actions that result in patient access and utilization of our products.
• Maintain a full understanding of an area of specialization; resolves a range of issues in creative ways.
• Maintain comprehensive knowledge of company products and services, which includes a deep understanding of necessary disease state and product knowledge.
• Strives for excellence in all aspects of performance and is committed to continuous self-evaluation and development.
• The ROL is valued for its contribution to the organization, peers, and customers beyond sales/revenue production.
• Attends various sales meetings and professional conferences around the US as needed.
• It will be critical for the ROL to work closely with sales management and marketing to understand and communicate our product sales and marketing messages.
• Develop relationships with a demonstrated ability to quickly develop one with national opinion leaders in oncology and pathology within their target territory.
• Ability to integrate and apply feedback in a professional manner.
• Ability to prioritize and drive results with a high emphasis on quality.
• Ability to work as part of a team.
• Ability to work designated schedule.
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
• Support and comply with the company’s Quality Management System policies and procedures.
• Regular and reliable attendance.
• Maintain a deep understanding, or strong ability to quickly learn, clinical research in cancer.
• Displays professionalism and commitment.
• Strong interpersonal skills.
• Strong organizational skills.
• Ability to communicate effectively at all levels of the organization.
• Ability to work seated for approximately 50% of a typical working day.
• Ability to work standing for approximately 50% of a typical working day.
• Ability to lift up to 25 pounds for approximately 15% of a typical working day.
• Ability to travel 75% of working time away from work location, may include overnight/weekend travel.

Minimum Qualifications

• Bachelor’s degree in Sales, Business Management, Marketing or Science, or any other related field or 4 years relevant experience in lieu of degree.
• 5+ years of sales experience with a strong record of success selling/promoting complex products in medical oncology and/or diagnostics or similar experience in selling/promoting complex healthcare products.
• 1+ years of experience in oncology either selling chemo/immunotherapy or diagnostics in oncology.
• Demonstrate exemplary track record in diagnostic space with sales performance.
• Proven territory or account management skills.
• Possession of a valid driver's license; no suspended, revoked, surrendered, invalid, etc. allowed.
• No more than two moving violations, events, or accidents within the last 36 months.
• No alcohol or drug event in which a vehicle was driven by the candidate or employee, including but not limited to Blood Alcohol Content (BAC) failure, refusal to submit to alcohol or drug test, alcohol related suspension, etc. in the last 36 months.
• No other results from the Motor Vehicle Report (MVR) check that exposes the company to what we deem to be an unacceptable level of liability.
• Demonstrated ability to perform the Essential Duties of the position with or without accommodation.
• Authorization to work in the United States without sponsorship.

Preferred Qualifications

• Clinical experience.
• Experience selling in oncology-related diagnostics
• Experience selling to providers within cancer centers
• Strong relationships within major oncology and surgical accounts within territory.
• Experience in NextGen Sequencing, Minimal Residual disease, comprehensive genomic profiling, liquid biopsy and/or hereditary cancer.

The base pay for this position is $86,700.00 – $173,300.00 In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force DIVISION: ONCO Cancer Diagnostics LOCATION: United States > Madison : 5505 Endeavor Ln ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 75 % of the Time MEDICAL SURVEILLANCE: No SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Lift, carry, push or pull weights of more than 20 pounds/9 kilos on a regular/daily basis

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans. EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential - because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions - across the spectrum of health, around the world, for all stages of life. Whether its next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-wellness of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges. We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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