Sr Oncology Account Representative - Nashville

Abbott; Nashville (TN); On-site; USD 87,000 - 173,000; Full time

Job summary

Abbott, a global healthcare leader, seeks a Sr. Oncology Account Representative to maximize product utilization in targeted accounts and support corporate objectives.

You will build key relationships, manage accounts, and stay within budget while demonstrating excellent customer service across the US. The role involves collaborating with internal and external partners to enable access to Oncotype DX and related diagnostics, with travel up to 75% and a strong focus on genomic testing and

Qualifications

• Bachelor’s degree or 4 years relevant experience in lieu of degree.
• 5+ years of sales experience in oncology or diagnostics.
• 1+ years in oncology sales or diagnostics.
• Track record in diagnostic space with sales performance.
• Proven territory/account management skills.

Responsibilities

• Meet or exceed sales objectives in assigned territory through field-based calls with healthcare providers.
• Sell products, develop new accounts and deepen existing ones.
• Demonstrate strategic territory planning and execution.
• Develop insights on competitors and market trends affecting utilization.
• Create actionable plans to maximize product utilization within budget.
• Complete training programs and gain genomic testing product knowledge.
• Maintain deep disease-state and product knowledge.
• Build relationships with national opinion leaders in oncology.
• Collaborate with sales management and marketing on messaging.
• Travel 75% of the time; attend meetings and conferences as needed.

Skills

Strong sales experience

Oncology/Diagnostics knowledge

Account management

Valid driver’s license

US work authorization

Education

Bachelor’s degree in Sales/Business/Science or related field

Tools

CRM software

Job description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 122,000 colleagues serve people in more than 160 countries.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to :

• Career development with an international company where you can grow the career you dream of.
• An excellent retirement savings plan with a high employer contribution.
• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

As part of our Precision Oncology Sales team, the Sr. Oncology Account Representative (known internally as Sr. Regional Oncogenomic Liaison or Sr. 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 Sr. ROL should incorporate a high level of service, leveraging key relationships, toward being the best in class for an assay provider. The Sr. 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 Sr. ROL provides information critical to accomplishing the Abbott Cancer Diagnostics' mission to all parties involved in the sales of our products. The Sr. 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 Sr. ROL will work with managed care, reimbursement, our Advocacy group and providers to ensure access to our products.

What You’ll Work On

• 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 Sr. 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; resolve 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 Sr. 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.
• 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.
• 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.

Required 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.