Account Executive II San Francisco, CA

Foundation Medicine - San Francisco, CA

Full-time - Mid Level

San Francisco, CA

Professional, Scientific, and Technical Services

About the position

The Account Executive II (AE II) is a field-based sales role within FMI's Commercial operation, responsible for driving sales volume for FMI's products and services. This position involves direct customer engagement, cultivating relationships with oncologists and other stakeholders in the cancer care community, and executing business plans to meet sales objectives.

Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for FMI's product portfolio.
• Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts, and customer acquisition.
• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement.
• Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite).
• Pull through National Account initiatives and other customer segment strategies.
• Identify trends through analytics and leverage them to drive sales and enhance customer experience.
• Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments.
• Leverage expert level of product and market knowledge to inform responsibilities and sales decisions.
• Educate and pull through reimbursement and billing services at the local level.
• Interact with key stakeholders using skill and political savvy.
• Conduct thorough customer analysis to identify potential new business opportunities.
• Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix.
• Build and maintain positive relationships with key customer contacts.
• Develop clear, concise, and compelling communication plans and customize messages to meet audience needs.
• Develop effective sales presentations and respond to difficult questions.
• Negotiate with customers to achieve buy-in and alignment with account plans.
• Develop new or unique approaches to address and prioritize new business opportunities.
• Monitor and adhere to timelines for plans, adjusting based on changing needs.
• Apply business knowledge to make sound decisions, including managing budgets and analyzing financial data.
• Integrate strong knowledge of brand strategy and competitor information into customer plans.
• Conduct comprehensive analysis of Foundation Medicine's, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT).
• Use data analysis results to develop and adjust account plans and sales presentations.
• Travel within assigned territory and to company meetings, committing to travel up to 90% of the time.

Requirements

• Bachelor's Degree or equivalent experience.
• 6+ years of direct selling diagnostics or life science experience focusing on the hospital and physician office lab market.
• History of proven results and successful performance, including achievement of sales plan.
• Lives within 50 miles of defined workload center of territory/accounts.
• Commitment to travel within defined territory.

Nice-to-haves

• 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market.
• Oncology and/or molecular diagnostic experience.
• Accurate forecasting capabilities throughout the sales cycle.
• CRM proficiency, particularly with Salesforce.com.
• Proficient with MS Office (e.g., Word, Excel, PowerPoint).
• Familiarity with different sales techniques and pipeline management.
• Demonstrated track record of success selling oncology-based tests or products.
• Demonstrated attention to detail and strong organizational skills.

Benefits

• Remote work flexibility
• Professional development opportunities
• Health insurance coverage
• 401k retirement plan
• Paid time off and holidays