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Sales Representative

2 months ago

Nashville, Tennessee, United States Foundation Medicine Full time
About the Role

The Account Executive II (AE II) is a field-based position within Foundation Medicine's Commercial operation, responsible for driving sales volume for the company's suite of specialty products and services. This role involves direct customer engagement on the Sales team, with a focus on cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

Key Responsibilities
  • Meet and Exceed Sales Objectives: Meet and exceed quarterly and annual sales quotas/objectives for Foundation Medicine's product portfolio.
  • Develop and Execute Business Plans: Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts, and customer acquisition and retention.
  • Build and Maintain Customer Relationships: Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement.
  • Engage with Key Account Stakeholders: Effectively engage with key account stakeholders in current and new accounts, including c-suite executives.
  • Pull Through National Account Initiatives: Pull through National Account initiatives and other customer segment strategies, such as Academic Medical Centers, pathology pathways/protocols, and Federal Account initiatives.
  • Identify Trends and Opportunities: Identify trends through analytics, regular data reviews, and non-traditional data sources, and leverage this information to drive sales, enhance customer experience, and plan for long-term opportunities.
  • Develop Solutions and Adjust Sales Environment: Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments.
  • Stay Up-to-Date on Product and Market Knowledge: Continually leverage an up-to-date, expert-level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions.
  • Educate and Pull Through Reimbursement and Billing Services: Educate and pull through reimbursement and billing services at the local level.
  • Interact with Key Stakeholders: Interact with key stakeholders using skill and political savvy, including c-suite executives, oncologists, pathologists, urologists, and administrative staff.
  • Conduct Thorough Customer Analysis: Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities.
  • Recognize Foundation Medicine-Wide Opportunities: Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth.
  • Build and Maintain Positive Relationships: Build and maintain positive relationships with key day-to-day customer contacts.
  • Develop Clear and Concise Communication Plans: Develop clear, concise, and compelling communication plans and customize messages to meet audience needs.
  • Develop Effective Sales Presentations: Develop effective sales presentations, respond to difficult questions, and overcome customer objections using contingency plans.
  • Create Clear and Concise Presentations: Create clear and concise presentations addressing complex issues, and take action to evaluate whether key messages were received and understood.
  • Negotiate with Customers: Negotiate with customers to achieve buy-in and alignment with account plans.
  • Negotiate Alignment between Foundation Medicine and Customers: Negotiate alignment between Foundation Medicine and customers to meet account objectives.
  • Develop New Approaches to Address Opportunities: Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts.
  • Develop Effective Sales Strategy: Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers.
  • Recommend Products and Services Mix: Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine's business.
  • Monitor and Adhere to Timelines: Monitor and adhere to timelines for plan, adjust based on changing customer or business needs.
  • Apply Business Knowledge to Make Sound Decisions: Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans.
  • Integrate Strong Knowledge of Brand Strategy: Integrate strong knowledge of brand strategy, trends, and performance information into customer plans.
  • Integrate Relevant Competitor Information: Integrate relevant competitor information into account plans and presentations.
  • Utilize Internal or External Data Sources: Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue.
  • Conduct Comprehensive Analysis of Foundation Medicine's, Customer, and Competition Strengths, Weaknesses, Opportunities, and Threats (SWOT): Conduct comprehensive analysis of Foundation Medicine's, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT).
  • Use Data Analysis Results to Develop and/or Adjust Account Plans and Fact-Based Sales Presentations: Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations.
  • Travel within Assigned Territory: Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time.
Qualifications
  • Bachelor's Degree or Equivalent Experience: Bachelor's Degree or equivalent experience.
  • 6+ Years of Direct Selling Experience: 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market.
  • History of Proven Results and Successful Sales Performance: History of proven results and successful sales performance, including achievement of sales plan.
  • Lives within or Commitment to Live within Defined Territory: Lives within or commitment to live within defined territory and centrally located to defined accounts.
  • Commitment to Travel within Defined Territory: Commitment to travel within defined territory.