[Remote] Account Executive II - Long Island, NY

Note: The job is a remote job and is open to candidates in USA. Foundation Medicine is a company focused on advancing cancer care through innovative diagnostics and treatment solutions. They are seeking an Account Executive II to drive sales for their product portfolio while building relationships with oncologists and other stakeholders in the cancer care community. The role involves meeting sales quotas, creating business plans, and engaging with key account stakeholders.ResponsibilitiesMeet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolioCreate and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainmentSuccessfully 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)Identify trends through analytics, regular data reviews and non-traditional, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunitiesAssess 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, territory strategy, and sales decisionsEducate and pull through reimbursement and billing services at local levelInteract with key stakeholders using skill and political savvy: including c- suite, oncologists, pathologists, urologists, admin etc., National AccountsConduct 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.)Recognize 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 clear, concise, and compelling communication plans and customize messages to meet audience needsDevelop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plansCreate clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understoodNegotiate with customers to achieve buy-in and alignment with account plansNegotiate alignment between Foundation Medicine and customers to meet account objectivesDevelop new or unique approaches to address and effectively 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 strong knowledge of 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’s, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT)Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentationsTravel 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 experience6+ years of direct selling diagnostics or life science focusing 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 performance, including achievement of sales planLives within 50 miles of defined workload center of territory / accountsCommitment to travel within defined territory8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab marketOncology and/or molecular diagnostic experienceAccurate forecasting capabilities throughout the sales cycleCRM proficiency: Salesforce.com beneficialProficient with MS Office (e.g., Word, Excel, and PowerPoint)Familiarity with different sales techniques and pipeline managementDemonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathologyDemonstrated track record of success with customers within the defined territoryDemonstrated 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 environmentExceptional communication and consultative skills to employ solutions-based sellingExcellent listening, verbal and written communication skillsStrong negotiation skillsUnderstanding of HIPAA and 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.