Strategic Account Manager – Boston, MA

Foundation Medicine; Boston (MA); Remote; USD 100,000 - 150,000; Full time

Job summary

A leading company in the diagnostics field seeks a Strategic Account Manager to engage with regional health systems and drive sales of their innovative products. This role involves building relationships with oncologists and key decision-makers, ensuring the successful adoption of FMI’s portfolio. The ideal candidate will have a strong background in sales within the life sciences sector and a track record of achieving sales goals while navigating complex clinical settings.

Qualifications

• 6+ years of direct selling experience in diagnostics or life sciences.
• Proven success managing complex key accounts and IDNs.
• Strong organizational skills and attention to detail.

Responsibilities

• Meet and exceed quarterly and annual sales quotas for FMI’s product portfolio.
• Manage and grow relationships with key decision-makers within defined strategic accounts.
• Identify and set account-specific commercial strategies based on comprehensive assessments.

Skills

Sales Management

Strategic Planning

Relationship Building

Negotiation

Communication

Education

Bachelor’s Degree

Master’s degree in business or healthcare-related field

Tools

Salesforce.com

MS Office

Job description

About the Job

The Strategic Account Manager is a field-based role with direct customer engagement, delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks, and complex physician networks. The role involves maintaining and developing new relationships. The position is responsible for driving sales volume for FMI’s products while cultivating relationships with oncologists and other members of the extended cancer care community within targeted strategic accounts.

Key Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.
• Manage and grow relationships with key decision-makers within defined strategic accounts, maintaining trust-based relationships that reinforce FMI as the partner of choice.
• Identify and set account-specific commercial strategies based on comprehensive assessments of the account, regional market, clinical, financial, and reimbursement considerations.
• Refine plans to adapt to ongoing changes in the landscape.
• Create and execute business and account plans that provide comprehensive solutions to customers, driving engagement and systemic adoption of FMI portfolio, including pull-through of national strategies as appropriate (e.g., AMC, pathology, community).
• Identify and pursue contracting opportunities within defined accounts.
• Collaborate with Account Executives and Customer Experience teams to ensure optimal coverage of satellite accounts and healthcare professionals.
• Educate and facilitate reimbursement and billing services at the local level.
• Partner with Sales, Operations, Payer Teams, and broader commercial teams to strengthen strategic relationships.
• Communicate strategies, milestones, achievements, and insights related to accounts.
• Proactively identify industry trends, issues, and challenges impacting long-term strategy and performance.
• Resolve difficult issues with customers or senior management using skill and political savvy.
• Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to identify opportunities.
• Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
• Gather relevant competitor information and incorporate it into business plans and presentations.
• Travel within the assigned territory daily and to company meetings bi-annually, with a commitment to travel up to 90% of the time.
• Perform other duties as assigned.

Qualifications:

Basic Qualifications:

• Bachelor’s Degree or equivalent experience
• 6+ years of direct selling experience in diagnostics or life sciences, focusing on major accounts and IDNs, or equivalent experience working in complex clinical settings with physicians and patients
• Proven success managing complex key accounts and IDNs, influencing decision makers, and strategic planning
• Track record of achieving sales goals
• Reside within or be willing to relocate to the defined region, centrally located to target accounts
• Willingness to travel within the region

Preferred Qualifications

• Master’s degree in business or healthcare-related field
• 10+ years of direct selling experience in diagnostics or life sciences
• 8+ years of success selling oncology-based tests or products to medical oncology, urology, and pathology in complex systems
• Accurate forecasting throughout the sales cycle
• CRM proficiency, preferably Salesforce.com
• Proficiency with MS Office (Word, Excel, PowerPoint)
• Knowledge of various sales techniques and pipeline management
• Successful track record within the territory
• Strong organizational skills and attention to detail
• Ability to access priorities, develop strategic plans, work independently, and collaborate in a fast-paced environment
• Excellent communication, negotiation, and leadership skills
• Understanding of HIPAA and patient data privacy
• Commitment to FMI values: patients, innovation, collaboration, passion

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