Account Executive

Foundation Medicine, Inc. (FMI) began with an idea-to simplify the complex nature of cancer genomics, bringing cutting-edge science and technology to everyday cancer care. Our approach generates insights that help doctors match patients to more treatment options and helps accelerate the development of new therapies. Foundation Medicine is the culmination of talented people coming together to realize an important vision, and the work we do every day impacts real lives.

Location: Houston, TX

ABOUT THE JOB

The Account Executive (AE) is a customer-focused regional Sales team member that leverages data, sales tactics, and a customer-focused approach growing the reach of our products in cancer care. The position is responsible for the creation and implementation of a specific territory business plan involving Oncologists and other members of the extended cancer care community in geography: Houston, TX in the Southwest Region. This is a position that includes frequent travel.

Key Responsibilities:

• Execute lead a territory business plan to meet territory volume and revenue objectives, that address two components:
  • Existing customer retainment.
  • Sales growth and new account acquisition.
• Sell and negotiate FMI products within the complex environments applicable to these products, to include area:
  • Academic medical centers;
  • Cancer centers;
  • Health systems; and,
  • Other facilities that work with cancer.
• Review re-design above business plan both at pre-set intervals and as needed, such as when changes pertaining to the geographic area occur.
• Identify trends through analytics and regular reviews of client and regional data and leverage these in territory plan.
• Assess other information relevant to sales in the assigned region, identify key issues, and develop alternative solutions that address:
  • Changing market intelligence;
  • Political landscape;
  • Geography and environmental factors;
  • FMI's strategic objectives;
  • Resources, resource constraints;
  • Customer values and organizational values.
• Partner with other FMI functions, primarily Client Services, Marketing, Billing, Clinical Collaborators, Commercial Programs, Business Development and National Accounts, to ensure a superior experience is delivered to all select region's customers.
• Evaluate and suggest workflow solutions to improve overall processes and turnaround time for best customer experience as it pertains to assigned geographic location.
• Establish and maintain trust-based customer relationships.
• Continually leverage an up-to-date, high level of product and market knowledge, and use this knowledge to inform all parts of responsibilities, territory strategy, and sales decisions.
• Travel within assigned territory (daily), and to company meetings (bi-annually).
• Other duties as assigned.

QUALIFICATIONS

Basic Qualifications:

• Bachelor's Degree.
• 5+ years of sales or customer service experience, at least one year of which was in the life sciences industry.

Preferred Qualifications:

• 5+ years of direct experience in a diagnostics, pharmaceutical, or research products commercial environment.
• History of success maintaining key relationships with health care professionals and staff, particularly thought leaders and Key Opinion Leaders (KOLs) instrumental and other influential healthcare executives, for driving strategic sales and marketing solutions and leveraging customer relationships for increasing market share.
• Experience selling oncology-based tests and services into the pathology and/or oncology clinical communities.
• Proven results driven mindset through a history of successful sales performance.
• Deep domain knowledge of the Diagnostic Services industry with Molecular Diagnostic experience.
• Knowledge of long-term strategy in all areas of sales.
• Accomplished track record in growing, complex organizations.
• Demonstrated record of successfully developing and executing plans that deliver new channels of distribution.
• Oncology and/or molecular diagnostic experience.
• Ability to learn from interactions with others while acting as a collaborative and encouraging teammate.
• Commitment to travel up to (50%) of time.