[Remote] Account Executive I - Designated Sales Rep, West

Note: The job is a remote job and is open to candidates in USA. Foundation Medicine is a leader in precision oncology, and they are seeking an Account Executive I to drive sales for their specialty products and services. This field-based role involves engaging with oncologists and other stakeholders to build relationships and prepare for future territory assignments.ResponsibilitiesServe as a field-ready resource, available for rapid deployment into an open territory assignment when business needs arisePartner with Regional Sales Directors and Account Executives to support key accounts, engage with oncology stakeholders, and contribute to sales activities across various geographiesBuild foundational relationships with oncologists, pathologists, urologists, and key decision-makers in preparation for a future assigned territoryComplete a comprehensive training and development program to become fully proficient in Foundation Medicine’s product offerings, sales methodology, and territory management best practicesShadow experienced Account Executives to learn effective engagement strategies and customer account management practicesSupport the execution of business plans, including customer engagement, lead generation, and pre-call planning in alignment with national and regional strategiesLeverage tools such as Salesforce.com, Power BI, and Definitive Healthcare to analyze data and identify sales opportunitiesIdentify trends through analytics and regular data reviews; leverage to drive sales within deployed territory and enhance customer experienceParticipate in cross-functional initiatives, market development activities, and internal trainings to prepare for territory ownershipMaintain strong knowledge of competitive landscape and emerging trends in molecular diagnostics and oncologyDemonstrate readiness to assume full responsibility for a permanent sales territory when assigned, including quota achievement and account planningSuccessfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagementEffectively engage with key account stakeholders in current and new accounts (e.g., c-suite)Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives)Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustmentsContinually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, sales strategy, and sales decisionsEducate and pull through reimbursement and billing services at local levelInteract with key stakeholders: decentralized accounts (c- suite, oncologists, pathologists, urologists, admin etc.), National AccountsRecognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growthBuild and maintain positive relationships with key day-to-day customer contactsDevelop communication plans and customize messages to meet audience needsDevelop effective sales presentations, respond to difficult questions and overcome customer objectionsCreate clear and concise presentations addressing complex issuesNegotiate with customers to achieve buy-in and alignment with account plansNegotiate alignment between Foundation Medicine and customers to meet account objectivesEffectively prioritize new business opportunities and develop action plans to pursue accountsDevelop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makersRecommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s businessMonitor and adhere to timelines for plan, adjust based on changing customer or business needsApply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plansIntegrate brand strategy, trends, and performance information into customer plansIntegrate relevant competitor information into account plans and presentationsUtilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issueConduct comprehensive analysis of Foundation Medicine, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT)Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the timeOther duties as assignedSkillsBachelor's Degree or equivalent experience3+ years of direct selling experience in diagnostics or life science focused on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and patientsHistory of proven results and successful sales performance, including achievement of sales planLives within or commitment to live within defined territory and centrally located to defined accountsCommitment to travel within defined territoryOncology and/or molecular diagnostic experienceAccurate forecasting capabilities throughout the sales cycleCRM proficiency: Salesforce.com preferredProficient with MS Office (e.g., Word, Excel, and PowerPoint)Familiarity with different sales techniques and pipeline managementExceptional communication and consultative skills to employ solutions-based sellingDemonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathologyDemonstrated attention to detail and strong organizational skillsDemonstrated experience handling multiple tasks at onceAbility to: access priorities and mobilize a strategic plan, work independently as well as collaborate with peers in a fast-paced and cross-functional team environment, work well under pressure while maintaining a professional demeanor, adapt to changing procedures, policies, and work environmentExcellent listening, verbal and written communication skillsStrong negotiation skillsUnderstanding of HIPAA and the importance of privacy of patient dataCommitment to FMI values: Integrity, Courage, and PassionBenefitsA discretionary annual bonus may be available based on individual and Company performance.This position also qualifies for Foundation Medicine's benefits.Company OverviewFoundation medicine is a molecular information company developing clinical diagnostic tests that facilitates personalized cancer therapies. It is a sub-organization of Roche. It was founded in 2010, and is headquartered in Cambridge, Massachusetts, USA, with a workforce of 1001-5000 employees. Its website is http://www.foundationmedicine.com.Company H1B SponsorshipFoundation Medicine has a track record of offering H1B sponsorships, with 5 in 2026, 26 in 2025, 41 in 2024, 30 in 2023, 36 in 2022, 41 in 2021, 45 in 2020. Please note that this does not guarantee sponsorship for this specific role.