Account Executive - Designated Sales Representative

Foundation Medicine, Inc.

• Full Time

The Account Executive I (AEI) Designated Sales Representative (DSR) is a field-based role with direct customer engagement in the Sales team within the Commercial department. The position is responsible for driving sales volume for FMI's suite of specialty products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography.

This position is intended for high-performing sales professionals who are ready to be fully trained and deployed into a permanent territory assignment as soon as one becomes available.

The AEI - DSR will participate in an immersive onboarding experience, gaining expertise in FMI's portfolio of products, customer segments, and sales strategy. This role is ideal for individuals open to relocating within the U.S. to fill a future territory and eager to contribute to transforming cancer care through precision oncology.

• Serve as a field-ready resource, available for rapid deployment into an open territory assignment when business needs arise.
• Partner with Regional Sales Directors and Account Executives to support key accounts, engage with oncology stakeholders, and contribute to sales activities across various geographies.
• Build foundational relationships with oncologists, pathologists, urologists, and key decision-makers in preparation for a future assigned territory.
• Complete a comprehensive training and development program to become fully proficient in Foundation Medicine's product offerings, sales methodology, and territory management best practices.
• Shadow experienced Account Executives to learn effective engagement strategies and customer account management practices.
• Support the execution of business plans, including customer engagement, lead generation, and pre-call planning in alignment with national and regional strategies.
• Leverage tools such as , Power BI, and Definitive Healthcare to analyze data and identify sales opportunities.
• Identify trends through analytics and regular data reviews; leverage to drive sales within deployed territory and enhance customer experience.
• Participate in cross-functional initiatives, market development activities, and internal trainings to prepare for territory ownership.
• Maintain strong knowledge of competitive landscape and emerging trends in molecular diagnostics and oncology.
• Demonstrate readiness to assume full responsibility for a permanent sales territory when assigned, including quota achievement and account planning.

• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement.
• Effectively 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 adjustments.
• Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, sales strategy, and sales decisions.
• Educate and pull through reimbursement and billing services at local level.
• Interact with key stakeholders: decentralized accounts (c- suite, oncologists, pathologists, urologists, admin etc.), National Accounts.
• 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 growth.
• Build and maintain positive relationships with key day‑to‑day customer contacts.
• Develop communication plans and customize messages to meet audience needs.
• Develop effective sales presentations, respond to difficult questions and overcome customer objections.
• Create clear and concise presentations addressing complex issues.
• Negotiate with customers to achieve buy‑in and alignment with account plans.
• Negotiate alignment between Foundation Medicine and customers to meet…