The Strategic Account Manager is a field-based role with direct customer engagement delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks and complex physician networks, while maintaining and driving new relationships.
Requirements
- Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.
- Manage and grow relationships with key decision makers within defined strategic accounts; maintain trust-based relationships that reinforce FMI as partner of choice.
- Identify and set account commercial strategies based on robust assessment of account, regional market, clinical, financial, and reimbursement considerations.
- Refine plan to meet ongoing changes in landscape.
- Create and execute business and account plans that deliver comprehensive solutions to customers that drive engagement and systemic adoption of FMI portfolio.
- Pull-through of national strategies as appropriate (e.g., AMC, pathology, community).
- Identify and execute contracting opportunities within defined accounts.
- Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal coverage of satellite accounts and HCPs.
- Educate and pull-through reimbursement and billing services at local level.
- Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships.
- Communicate strategies, milestones, accomplishments, and insights pertaining to accounts.
- Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance.
- Facilitate resolution of difficult issues with customer or senior management using skill and political savvy.
- Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunity.
- Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements.
- Collect relevant competitor information (brand strengths and weaknesses, share, go-to-market strategy, service options, pricing strategy, programs, points of differentiation, investment strategy) and integrate into business plans and presentations.
- Travel within assigned territory (daily) and to company meetings (bi-annually).
Benefits
- Generous Paid Time Off
- 401k Matching
- Retirement Plan
- Discretionary annual bonus
