Key Account Manager - New York
Company: Foundation Medicine
Location: New York
Posted on: March 20, 2023
Job Description:
About the Job
The Key Account Manageris 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, while
maintaining and driving new relationships. The position is
responsible for driving sales volume for FMI's suite of specialty
products and services while cultivating relationships with
oncologists and other members of the extended cancer care community
in targeted 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 corporate 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.
- Refine plan to meet ongoing changes in landscape.
- Create and execute business and account plans that deliver
comprehensive solutions to customers that drive engagement and
systemic adoption of FMI portfolio. Pull-through of national
strategies as appropriate (e.g., AMC, pathology, community).
- Identify and execute contracting opportunities within defined
accounts.
- Collaborate with Sales Specialist and Customer Experience
Executive team members and ensure optimal coverage of satellite
accounts and HCPs.
- Educate and pull-through reimbursement and billing services at
local level.
- Continually demonstrate a high level of product and market
knowledge and use it to inform decisions, plans, and actions.
- Partner closely with account and internal leadership to gain
commitments from stakeholders.
- Partner with Sales, Operations, Payer Team, and the broader
commercial teams, to broaden and deepen strategic
relationships.
- Communicate strategies, milestones, accomplishments, and
insights pertaining to accounts.
- Bring in appropriate expertise to provide insights and grow
customer business.
- Build relationships with key decision makers and senior leaders
within customer organizations.
- Proactively identify and act upon industry trends, issues and
challenges that impact long-term strategy and performance.
- Develop clear, concise, and compelling presentations for
senior-level audiences and develop contingency plans for overcoming
anticipated objections and roadblocks during presentations.
- Demonstrate skill in communicating FMI value, regardless of
content, medium, or audience.
- React to changing situations by developing alternative
agreement outcomes while engaged in a negotiation.
- Facilitate resolution of difficult issues with customer or
senior management using skill and political savvy.
- Identify potential opportunities using new or innovative
sources.
- Research potential customers' business, including competitors,
market share, long-term plans, financial performance, and industry
trends to determine opportunity.
- Develop criteria for qualifying and prioritizing leads.
- Work with senior customer leaders to identify strategic
business objectives and develop long-term account agreements.
- Develop new and unique approaches to address opportunities in
strategically important accounts.
- Anticipate brand, channel, and market trends when developing
long-term account strategies.
- Proactively make significant adjustments to plan execution in
anticipation of changing customer or business needs.
- Integrate competitor information with relevant customers, and
company information to develop sound account plans and compelling
sales presentations.
- Use advanced understanding of industry trends to anticipate
competitor strategies and overcome customer objections.
- Collect relevant competitor information (brand strengths and
weaknesses, share, go-to-market strategy, service options, pricing
strategy, programs, points of differentiation, investment strategy)
and integrate into business plans and presentations.
- Analyze data from multiple sources and accounts within a
channel to identify or forecast emerging trends.
- Ensure full participation from day-to-day plan participants and
hold them accountable for execution.
- Use data analysis results to recommend action on less obvious
or long-term opportunities in accounts.
- Travel within assigned territory (daily) and to company
meetings (bi-annually). Commitment to travel up to (90%) of
time.
- Other duties as assigned.
Qualifications
Basic Qualifications
- Bachelor's Degree or equivalent experience
- 6+ years of direct selling experience in the diagnostics or
life sciences industry focusing on major accounts and IDNs
- 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 sales performance,
including achievement of sales plan
- Lives within or commitment to live within defined territory and
centrally located to defined accounts
- Commitment to travel within defined territory
Preferred Qualifications
- Master's degree in business or healthcare related field
- 8+ years of demonstrated track record of success selling
oncology-based tests or products to medical oncology, urology,
and/or pathology in complex systems
- 10+ years of direct selling experience in diagnostics or life
sciences
- 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 with customers within the
defined territory
- Demonstrated attention to detail and strong organizational
skills
- 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
- Proven negotiation skills working with contracts and key
customer processes
- Excellent listening, verbal and written communication
skills
- Demonstrated leadership, training, or coaching within the
organization
- Understanding of HIPAA and importance of privacy of patient
data
- Commitment to FMI values: patients, innovation, collaboration,
and passion
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Keywords: Foundation Medicine, New York , Key Account Manager - New York, Executive , New York, New York
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