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National Strategic Accounts Sr Manager

1 month ago

Seattle, United States Adaptive Biotechnologies Full time

Position Overview The National Strategic Accounts Sr Manager is responsible for expanding and growing clonoSEQ business by forming partnerships with targeted strategic community-based network accounts within a region. This is a strategic leader and visionary position for a defined set of community-based network accounts and supergroups. This position is accountable for driving adoption through creating and executing a strategic plan encompassing business, clinical, and platform offerings that deliver improved and enhanced patient quality of life. This position will serve a critical role by communicating our product value proposition, education, marketing messages, programs, and information to key customers and stakeholders, and work internally with cross-functional teams to ensure successful pull-through to grow the clonoSEQ business. This position will collaborate with various internal stakeholder partners, the extended Strategic Accounts Team, and numerous colleagues across Adaptive. Key Accounts for this position are generally in the west and examples include: Colorado, Arizona, and Oregon. Key Responsibilities and Essential Functions This individual must also work well under pressure to meet business objectives and growth sales goals. Responsibilities include but are not limited to, the following: Demonstrate knowledge of, access to, and the ability to influence all key stakeholders in assigned community-based network accounts to drive sales. (Oncologists/Hematologist, Hematology Pathologist, Practice Leaders, Advanced Practice Providers, Lab personnel, and Supportive Personnel) Partner cross-functionally with external and internal stakeholders to execute pull-through business plans and serve as the customer-facing leader for assigned community-based network accounts. Develop, execute, and lead business strategy to drive utilization and adoption for assigned strategic community-based network accounts within the given region. Monitor product utilization, penetration, and other key performance metrics within assigned accounts. Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads, prospects, and opportunities. Deliver compelling sales presentations: close initial business, follow-up, and identify repeat business while building a network of referrals. Participate in/facilitate account agreements, educational programs, training, and customer support efforts working with Adaptive's internal partners. (DHS, Account Managers, Clinical Services, Market Access, Marketing, Medical Affairs, etc.) Build a comprehensive knowledge of customers and prospects, including the overall market, customer needs, personnel and responsibilities, budgeting, knowing their funding processes, and the competition. Develop and lead initiatives to drive Adaptive's business imperatives and sales with State Societies, Regional Associations, and other regional strategic partners. (E.g., FLASCO, TxSCO, TOPS, etc.) Attend identified relevant national/regional/local education meetings and conferences, maximizing opportunities at these events to deepen and expand Adaptive's business and credibility. Self-directed and results-oriented; act as a change agent and make decisions in a dynamic environment with internal and external challenges. Excellent communication skills (oral, written, and presentation); ability to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact. Comply with all Federal and State laws, regulations, and policies that govern the conduct of Adaptive's activities. Provide test access to clinicians through creating and implementing avenues for easy if not automatic ordering through protocols, pathways, standing orders, order forms, EMR integration while a