Strategic Oncology Accounts Lead

Foundation Medicine; United States; On-site; USD 160,000 - 200,000; Full time

Job summary

Foundation Medicine is seeking a Strategic Account Manager to lead field-based engagement with regional health systems, academic medical centers, and complex networks. You will drive adoption of FMI’s oncology portfolio, build trust with oncologists, and collaborate with cross-functional teams to deliver comprehensive, value-driven solutions.

The role emphasizes strategic account planning, contracting, and reimbursement support, with responsibility for executive-level relationship management and

Qualifications

• Bachelor’s degree or equivalent experience.
• 6+ years direct selling experience in the diagnostics or life sciences industry focusing on major accounts and IDNs or equivalent years working in a Complex clinical setting working with physicians and patients.
• Demonstrated track record of success managing complex key accounts and IDNs including influencing key decision makers, C‑Suite selling, and strategic planning.
• History of proven results and successful performance, including achievement of sales plan.
• Lives within or commitment to live within defined region and centrally located to defined accounts.
• Commitment to travel within defined region.

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; maintain trust-based relationships that reinforce FMI as partner of choice.
• Identify and set account commercial strategies based on robust assessment of account, regional market, clinical, financial, and reimbursement considerations.
• Create and execute strategic account business plans that deliver comprehensive solutions to customers to drive engagement and systemic adoption of FMI portfolio.
• Adapt plan to meet ongoing changes in landscape.
• Identify and execute contracting opportunities within defined accounts.
• Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal pull-through of strategic account plan within SAM-led account networks, including specific coverage of child-level / satellite accounts and individual HCPs.
• Clearly define customer-level engagement plans within SAM account, including both separate/distinct customer engagement points (SAM only / AE only), and shared engagement points.
• Educate and pull-through reimbursement and billing services at local level.
• Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships.
• Conduct periodic strategy account plan review meetings to communicate strategies, milestones, accomplishments, and insights pertaining to accounts, with regional/area leadership and cross-functional customer-facing account team.
• Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance.
• Facilitate resolution of difficult issues with customer 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 determine opportunity.
• Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
• Collect relevant competitor information and integrate into business plans and presentations.
• Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to (90%) of time.
• Other duties as assigned
• Comply with FMI's attendance policies

Job description

Foundation Medicine is seeking a Strategic Account Manager to lead field-based engagement with regional health systems, academic medical centers, and complex networks. You will drive adoption of FMI’s oncology portfolio, build trust with oncologists, and collaborate with cross-functional teams to deliver comprehensive, value-driven solutions.

The role emphasizes strategic account planning, contracting, and reimbursement support, with responsibility for executive-level relationship management and