Director, Strategic Accounts - East
Company: Disability Solutions
Location: Boston
Posted on: May 8, 2024
Job Description:
About the Job
The Director, Strategic Accounts is a US field-based
role--responsible for increasing market presence and driving
volume, revenue, and growth across the FMI portfolio. This role
facilitates and develops strategies and business activities within
identified Strategic accounts. This position leads a team of
Strategic Account Professionals across an Area of the US to achieve
sales objectives, tactical and strategic, near and long term
growth. The role leverages a firm understanding of the business,
contract development, industry, and competitive landscape to
evaluate and anticipate impact. The Dir, Strategic Accounts
implements account plans that leverage the combined expertise and
resources of FMI. The Director is responsible for achieving
organizational growth objectives and developing cross-functional
partnerships across the organization to support Commercial success
and a positive customer experience.--
Key Responsibilities
- Meet and exceed quarterly and annual sales quotas/objectives
for FMI's product portfolio.
- Oversee strategy to expand market share.
- Develop strategic plans for targeted accounts.
- 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
account team.
- Customer contract development and execution.
- Direct 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.
- Analyze performance and identify areas of opportunity.
- Ability to Travel --- 70% of the time.
- Other projects as periodically assigned.
Qualifications:
Basic Qualifications:
- Bachelor's Degree
- 10+ years of experience in the diagnostics, medical device, or
other relevant industry or commercial environment
- 5+ years of experience as a manager of sales
professionals
- 5+ Years leading teams in Strategic Accounts, IDN or Key
Accounts
Preferred Qualifications:
- 10+ years of progressively responsible experience in within the
DX or Medical Device space
- 5+ years of leading a sales team of professionals
- 5+ Years managing Key Accounts, IDNs or Strategic Account
teams
- Proven record of success (P Club, Chairmans Circle,
etc)
- Experience selling diagnostic oncology-based test and
service
- Experience creating strategic sales plans and developing value
propositions
- Customer segmentation experience--
- CRM proficiency: Salesforce.com beneficial--
- Familiarity with different sales techniques and pipeline
management--
- Familiarity with next-generation sequences technologies and
with all of FMI's products
- Proficient with MS Office (e.g., Word, Excel and Power
Point)
- Knowledge of accounts and key influences
- 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
- Ability to successfully handle multiple projects at
once
- Action oriented, confident and keen ability to effectively lead
and engage team and customers
- History of strong relationship-building with critical
customers, cross-functional partners and external business
partners
- History of developing an organizationally aligned culture that
enables team members to do their best work
- Strong Negotiation skills--
- Strong account management and organizational skills
- Exceptional communication and consultative skills to employ
solutions-based selling
- Understanding of HIPPA and the impact of patient data
privacy
- Commitment to FMI values: Passion, Patients, Innovation and
Collaboration
#LI-Remote
Keywords: Disability Solutions, Providence , Director, Strategic Accounts - East, Executive , Boston, Rhode Island
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