About the Job:The Associate Director, Regional Sales is a field-based role with direct customer engagement and oversees FMI's Clinical Sales and Customer Experience teams. The position is responsible for managing business results, sales activities, field sales coaching, customer experience and cross-functional initiatives in a specific regional geography and making the day to day decisions required to manage the business function including deploying resources, allocating costs, and directing business activities.
Key Responsibilities:- Develop and execute regional and territory business plans that align with the national and commercial strategy and integrate strategic account plans into broader regional business execution plans; coach to pull-through of national strategies as appropriate (e.g. AMC, community, pathology).
- Develop and maintain key customer relationships with c-suite, KOLs within the region, assisting in developing business solutions that are mutually beneficial and applying broader business scenarios and customer-focused models that achieve breakthrough results.
- Plan and conduct regional sales meetings designed to enhance and develop sales and business skills, and convey existing and new product knowledge and applications.
- Partner with Strategic Account Manager (SAM) team to design and oversee pull-through of strategic account management strategies at the regional-level.
- Support engagement pull-through clarity with AEs, including supporting AEs in developing and refining account / individual HCP engagement plans, and engaging with senior stakeholders when appropriate (e.g., in non-SAM led accounts).
- Train, coach, and evaluate the performance of SAMs, AEs and CEEs
- Oversee FMI's customer relationship management solutions for a defined geographic region.
- Interact with Key Stakeholders - decentralized c-suite, local c-suite for national accounts.
- Other duties as assigned.
- Comply with FMI's attendance policies
Qualifications:Basic Qualifications:- Bachelor's Degree or equivalent experience
- 8+ years experience in the diagnostics, oncology, genomics or other relevant industry or commercial environment as a sales professional or equivalent years working in a Complex clinical setting working with physicians and patients
- 3+ years experience in diagnostics and at least 2 years in Oncology
- 4+ years Sales Management experience
- Required to travel within defined region
Preferred Qualifications:- Demonstrated track record of success as a Sales Leader with experience coaching and leading teams in diagnostics, oncology, genomics, or a related field
- Demonstrated track record of success coaching and selling oncology-based tests or products to medical oncology and/or pathology
- Knowledge of scientific and technical concepts, and experience communicating scientific or technical information to a range of audiences
- Demonstrated strategic thinking and approach to customer
- Strong organizational, prioritization and time management skills
- Understanding of HIPAA and the importance of patient data privacy
- Commitment to reflect FMI's values: Integrity, Courage, and Passion
The expected salary range for this position based on the primary location of Remote is $170,080 - $217,600 per year. The salary range is commensurate with Foundation Medicine's compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.
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