About the Job

The Sales Specialist is a field-based role with direct, key customer engagement. Reporting into a corporate account representative, the Sales Specialist works in partnership to execute 1:1 HCP selling and pull through at network satellites. The position is responsible for driving sales volume for FMI’s suite of specialty products and services while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

Key Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio.

• Identify key day-to-day customer contacts and act as sales representative for customers in key accounts.

• Interact with customers to learn about their needs, priorities, business strategies and objectives to identify business opportunities.

• Identify drivers of customer satisfaction and take action with partners to meet customer needs and expectations.

• Develop account presentations that clearly articulate FMI’s strategy and positioning.

• Present to customers in one-on-one and group settings and clearly respond to questions and objections with straightforward win-win solutions.

• Gather information needed to identify business opportunities and leads.

• Participate in the development of implementation plans and tactical programs.

• Communicate plans to ensure plan or program execution and adjust as needed.

• Identify Foundation Medicine’s competitors and stay current on competitive and industry trends.

• Work with corporate accounts team to pull through education and engagement with individual stakeholders within an account.

• Create and execute business and account plans to meet and exceed volume objectives, focusing on existing customer retainment, sales growth, and new account and customer acquisition.

• Expand relationships with new and existing customers through targeted selling efforts and prospecting.

• Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.).

• In collaboration with team members, develop and execute on a sales plan that includes the achievement of assigned goals, timelines, and outputs.

• Client engagements with current and prospective customers, to build sales funnel and close new business.

• Present and educate clients on FMI’s portfolio or products, overcome customer objections and align offering to customer needs to drive CGP utilization and portfolio.

• Interact with key stakeholders.

• Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to 90% of time.

• Other duties as assigned.

Qualifications

Basic Qualifications

• Bachelor’s Degree, or equivalent experience

• 3+ years of direct selling experience in diagnostics or life sciences industry, focused on the hospital and physician office lab market

• History of proven results and successful sales performance, including achievement of sales plan

• Lives within, or commitment to live within defined territory, and centrally located to defined accounts

• Commitment to travel within defined territory

Preferred Qualifications

• Molecular and/or Oncology diagnostics experience

• Demonstrated track record of process management, analytical and prospecting skills, selling and communication skills, excellence in virtual engagement, and relationship management

• Accurate forecasting capabilities throughout the sales cycle

• CRM proficiency: Salesforce.com preferred

• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)

• Familiarity with different sales techniques and pipeline management

• Maintaining key relationships with HCPs, sales performance

• Ability to work well under pressure while maintaining a professional demeanor

• Ability to adapt to changing procedures, policies, and work environment

• Exceptional communication and consultative skills to employ solutions-based selling

• Strong negotiation skills

• Understanding of HIPAA and importance of privacy of patient data

• Commitment to FMI values: patients, innovation, collaboration, and passion

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