Clinical Oncology Account Manager (Boston Territory)

The Clinical Oncology Account Manager is responsible for managing existing outpatient oncology business and closing new upsell oncology business in the outpatient community oncology setting; community oncology, health system outpatient oncology centers, and academic outpatient cancer centers. The Clinical Oncology Account Managers work in close cooperation with precision oncology account executives, oncology business development executives, hospital account executives to support the collaborative selling model. Clinical Oncology Account Managers will focus on delivering total office calls to the entire oncology account; providers, nursing, lab, administrative, and support staff. Clinical Oncology Account Managers will be well versed in hematology and oncology disease states and clinical care workflows to support the outpatient oncology centers.

This is a field-based sales role. 

• Retain and grow oncology centers through identifying health plan leakage and up-selling the advanced oncology portfolio.


• Collaborate with the cancer center, medical affairs, pathologists to develop hematology and oncology clinical workflows to support the cancer center.


• Collaborate with precision oncology account executives, oncology business development executives, hospital account executives to support the collaborative selling model


• Establish and strengthen support staff, lab managers, and HCP relationships with prospective customers within existing and new oncology accounts.


• Develop and execute access strategy for reach and frequency to oncology practice leadership; medical oncologists, hematologists, physicians, lab leadership, advanced access providers and support staff.


• Achieve call reach and frequency goals and targeting initiatives.


• Conduct quarterly clinical business reviews with oncology practices; include key matrix team members.


• Maintain and utilize Rx Vantage to support access to oncology practices.


• Identify, secure funding, and staff oncology regional exhibits including Oncology Nursing Society (if applicable in the market).


• Develop and maintain a business plan to retain and grow existing oncology book of business. 


• Leverage resources including AMP pathologists, Oncology medical and Haystack Medical in person, virtual and conference meetings.


• Provide immediate customer support and collaborate with cross functional partners to resolve oncology customer service issues.


• Provide clinical, hematology (hematopathology) and advanced oncology subject matter expertise for associated specialty testing to provide support and solutions to oncology centers.


• Maintain and develop advanced oncology and hematology knowledge to support the oncology continuum of care and franchise portfolio. Specifically, knowledge of the oncology continuum of care for solid tumor and hematological malignancies.


• Conduct regular assessments of market dynamics, competitive landscape, and access barriers to identify opportunities and challenges.


• Maintain knowledge of Quest testing codes for the oncology continuum of care.


• Maintain a breadth of knowledge of all connectivity products (i.e. e-orders, e-prescribe, Quanum, physician lab alerts, and oncology EMRs).


• Prepare and present oncology proposals and bids.


• Ensure compliance with company policies and government regulations.


• Complete all administrative tasks thoroughly and promptly.

Required Work Experience: 

• Five or more years of sales experience in selling business to business with a history of documented sales success.     
• Prior diagnostic or lab sales responsibility for closing new business and expanding existing relationships  
• Prior experience managing large multi-million-dollar specialty accounts. 
• Prior experience with product launches in diagnostics and or lab.
• Prior experience selling to HCPs and account decision makers; prefer competitive market experience.
• Prefer hematology and oncology experience in healthcare, laboratory and/or diagnostics sales selling to medical professionals

Knowledge and skills: 

• Knowledge of Healthcare Industry and general economics of business. 
• Ability to develop and sustain strong customer relationships; strong planning and organizational skills  
• Deep understanding of oncology and hematology continuum of care. 
• Excellent oral and written communication and presentation skills  
• Solid PC skill including Microsoft Software. 

Education

• Bachelor’s Degree Bachelor’s degree in Business, Marketing or the Life Sciences (Required)
• Master’s Degree (Preferred)

Licenses and Certifications

• Valid driver’s license (Required) Company car provided

Work Requirements

• Travel Required

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