Note: The job is a remote job and is open to candidates in USA. Foundation Medicine is a leader in the diagnostics industry, and they are seeking a Senior Director - Area Sales to drive business results and oversee sales execution. The role involves direct customer engagement, developing sales strategies, and achieving organizational growth objectives.
Responsibilities
- Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio
- Serve as a strong change agent for and within the Commercial organization, setting the standard and role modeling exceptional change leadership and communication practices
- Translate vision into actionable, quantitative plans for your area sales, strategic account, and customer experience teams
- Create and implement area, regional, and territory business plans, and support / oversee the development of strategic account plans
- Ensure clear linkage of strategic account plans with broader geographic business plans, including pull-through strategy and clarity on shared vs. distinct/separate customer coverage plans to maximize both engagement efficiency and effectiveness (e.g., definition of SAM engagement ownership vs. collaboration with AE on pull-through with specific customers)
- Ensure appropriate deployment prioritization for CEE team resources within the area, based on evolving customer support needs over time
- Direct area sales activities, set expectations, provide guidance, establish accurate plans and forecasts, hold the team accountable to minimum performance standards, build pipelines and execute each phase of the sales process, and drive short-term and long-term results to maximize overall territory growth objective
- Develop strong teams, foster a collaborative work environment, encourage innovative thinking, and build leadership skills of direct reports and team members
- Provide recommendations and guidance on evaluating sales opportunities pertinent to strategy and territory business plan, coach to pull-through of national strategies as appropriate (e.g., AMC, community, pathology)
- Improve processes and lead initiatives to implement identified improvements
- Leverage market intelligence, environmental factors, and political landscape to identify issues and direct key actions impacting the day-to-day sales activities
- Ability to Travel ≥ 50% of the time
- Other projects as periodically assigned
- Comply with FMI's attendance policies
Skills
- Bachelor's Degree
- 12+ years experience in the diagnostics, medical device, or other relevant industry or commercial environment as a sales professional
- 7+ years experience as a manager of sales professionals
- 5+ years of experience managing managers
- Ability to Travel ≥ 50% of the time
- 12+ years of progressively responsible experience in sales, preferably within diagnostics or medical device
- 7+ years of Sales team leadership experience
- 7+ years of professional experience: selling oncology-based tests and services, creating impactful strategic sales plans and developing value propositions, positioning, and targeting, in healthcare with an emphasis on diagnostics, genomics, and biotechnology
- Knowledge of accounts and key influencers in the Industry
- Knowledge of gathering industry trends, generating deep customer insights, and competitive intelligence to align sales strategies
- Demonstrated experience and success in leading cross-functional projects to impact the business
- History of strong relationship-building with critical customers, cross-functional partners, and external business partners
- Experience developing an organizationally aligned culture that enables cross-functional team members to do their best work
- Familiarity with developing sales plans and strategies to drive organizational growth
- Familiarity with next-generation sequencing technologies and with all of FMI's products
- Understanding of HIPAA and the importance of patient data privacy
- Commitment to reflect FMI's values: Integrity, Courage, and Passion
Benefits
- 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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