Associate Director, Regional Sales

2 weeks ago

San Diego, United States Foundation Medicine Full time

About the Job

The Associate Director, Regional Sales is a field-based role with direct customer engagement and oversees FMI’s Clinical Sales and Customer Experience teams. The position is responsible for managing business results, sales activities, field sales coaching, customer experience and cross-functional initiatives in a specific regional geography and making the day to day decisions required to manage the business function including deploying resources, allocating costs, and directing business activities.

Key Responsibilities

  • Develop and execute regional and territory business plans that align with the national and commercial strategy; coach to pull-through of national strategies as appropriate (e.g. AMC, community, pathology).
  • Develop and maintain key customer relationships with c-suite, KOLs within the region, assisting in developing business solutions that are mutually beneficial and applying broader business scenarios and customer-focused models that achieve breakthrough results.
  • Plan and conduct regional sales meetings designed to enhance and develop sales and business skills, and convey existing and new product knowledge and applications.
  • Coordinate with Strategic Account Management to pull through strategies in collaboration with AEs.
  • Support AEs in developing account plans and engaging with senior stakeholders when appropriate.
  • Train, coach, and evaluate the performance of AEs and CEEs
  • Oversee FMI’s customer relationship management solutions for a defined geographic region.
  • Interact with Key Stakeholders – decentralized c-suite, local c-suite for national accounts.
  • Other duties as assigned.

Qualifications:

Basic Qualifications:

  • Bachelor’s Degree or equivalent experience
  • 8+ years experience in the diagnostics, oncology, genomics or other relevant industry or commercial environment as a sales professional
  • 3+ years experience in diagnostics and at least 2 years in Oncology
  • 4+ years Sales Management experience
  • Required to travel within defined region

Preferred Qualifications:

  • Demonstrated track record of success as a Sales Leader with experience coaching and leading teams in diagnostics, oncology, genomics, or a related field
  • Demonstrated track record of success coaching and selling oncology-based tests or products to medical oncology and/or pathology
  • Knowledge of scientific and technical concepts, and experience communicating scientific or technical information to a range of audiences
  • Demonstrated strategic thinking and approach to customer
  • Strong organizational, prioritization and time management skills
  • Understanding of HIPAA and the importance of patient data
  • Commitment to reflect FMI’s values: Passion, Patients, Innovation, and Collaboration

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