Regional Account Director

1 month ago

Phoenix, United States Fulgent Genetics Full time
Job Details Level Experienced Job Location IDX Phoenix AZ Site - PHOENIX, AZ Position Type Full Time Education Level 4 Year Degree   Travel Percentage Road Warrior Job Category Sales Description

About Us

Inform Diagnostics, a Fulgent Genetics Company, is a nationally recognized diagnostics laboratory focused on anatomic pathology subspecialties including gastrointestinal pathology, dermatopathology, urologic pathology, hematopathology, and breast pathology.

Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier, full-service genomic testing company built around a foundational technology platform.

Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike.

Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company.

Summary of Position

The Regional Account Director (RAD) is a robust client retention position with a primary focus on penetration and growing business within established base accounts. Works cross-functionally as an SME in one or more specialty areas (Derm, GI, and/or GU). Responsible for all aspects of the sales process including gaining access to the physician group executives, developing/executing account strategies, driving sales presentations, and closing growth opportunities within an assigned region. Assists with onboarding and training of newly hired sales team members.

Key Job Elements

  • Establish, build, and maintain relationships within assigned base accounts while monitoring account health and targeting strategic opportunities for penetration. Execute client retention and penetration strategies, ensuring clients utilize IDX resources to the fullest potential.
  • Utilize daily quota achievement tool to identify overall territory performance vs. target, as defined by leadership.
  • Drive incremental business by implementing a gap analysis approach, identifying non-IDX targeted physicians.
  • Maintain and provide documented feedback, retention strategies, and opportunity pipeline within D365 (CRM).
  • Participate in webinars, conferences, and other corporate events as applicable.
  • Develops, oversees, and designs sales training programs; liaises with sales leaders to build robust training solutions.
  • Demonstrates "Core" level knowledge of anatomical pathology, technology solutions, and competitive strategies through the use of company resources including on-the-job training, in-house literature, marketing material, and sales brochures.
  • Meet all quotas assigned by management.

Qualifications

Knowledge / Experience

  • Approximately 75% travel and the ability to work flexible hours when required.
  • Bachelor's Degree from an accredited University is required.
  • Minimum 5+ years' combined experience in health care account management, sales, and training required.
  • Experienced sales professional with the ability to develop and manage a myriad of relationships within key accounts and holds a broad understanding of the healthcare industry.
  • Valid driver's license and ability to do overnight and air travel required
  • Possess a high degree of understanding of the client relationship with Physicians, their needs, and how we can provide service and technology solutions for their pathology needs.
  • Demonstrated decision-making ability towards solving problems, while working under pressure and effectively communicating these solutions to coworkers and customers.
  • Self-starter with a strong sense of ownership and the ability to work autonomously.
  • High energy, enthusiastic, and motivational style.
  • Tactical and strategic thinker.
  • Able to embrace and lead change management.
  • Meet all quotas assigned by management.
  • Proficient in Microsoft Office Suite, specifically Word, Excel, PowerPoint, and Outlook, as well as SharePoint and learning management systems.
  • Drive for Results (Service, Quality, and Continuous Improvement) - Ensure procedures and processes are in place that lead to delivery of quality results and continually reassess their effectiveness to achieve continuous improvement within predetermined timeframes.
  • Teamwork - Commitment to the successful achievement of team and organizational goals through a desire to participate with and help other members of the team.

This job description reflects management's assignment of essential functions. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

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