Senior Director, Area Sales - West

About the Job:

The Senior Director - Area Sales is a field-based role with direct customer engagement that leverages industry experience to identify, develop, and pursue customer opportunities and foster, build, and maintain relationships with current customers. The position is responsible for driving business results, overseeing overall objectives, and sales execution aligned to corporate goals. The role leverages a firm understanding of the business, industry, and competitive landscape to evaluate and anticipate impact and to implement sales plans that leverage the combined expertise and resources of FMI. The Senior Director is responsible for achieving organizational growth objectives and developing cross-functional partnerships across the organization to support Commercial excellence and a positive customer experience.

Key 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

Qualifications:

Basic Qualifications:

• 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 

Preferred Qualifications:

• 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

The expected salary range for this position based on the primary location of Remote is $220,000 - $275,000 per year. The salary range is commensurate with Foundation Medicines 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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