Clinical Account Executive, Detroit

Responsibilities:

• Drive strategic business expansion/collaboration opportunities with the following:

  • Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory

  • Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory.

• Structure detailed strategic plans for gaining and retaining new and existing clients.

• Maximize client-bill contracting opportunities

• Implement laboratory services agreements (LSA’s) with bill account institutions

• Collaborate and coordinate with all sales positions (VP, Sales, RSD’s, DSM’s, SAM’s, and GL’s) to ensure successful attainment of company goals and objectives

• Identify and develop partnering opportunities between prospective oncology clients and Tempus.

• Promote and drive compliance with new web-based molecular information tools for all clients

• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to Tempus leadership

• Monitor performance of sales to ensure objectives are met

• Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc.

• Work effectively with individuals across multiple departments throughout Tempus

• Embrace, embody and represent the Tempus company culture at all times to external and internal constituents

Required Skills:

• Ability to provide an integrated MolDx/SaaS solution using Tempus’s sequencing technology to prospects and customers.

• Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with Tempus’ capabilities.

• Comfortable selling at the executive level (CEO, COO, CFO)

• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space

• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines

• Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape

• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives

• Excellent knowledge of oncology, hematology, chemotherapeutics and targeted agents

• Excellent negotiation and customer service skills

• Outstanding strategic sales account planning skills

• Superior listening and problem solving skills

• Ability to handle sensitive information and maintain a very high level of confidentiality

• Demonstrate consistent closing abilities throughout the sales cycle

• Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change

• Impeccable oral and verbal communication and presentation skills

• Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint

• Effective and regular utilization of Salesforce.com

• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.

• Advanced presentation skills and business acumen a necessity

• Ability to work effectively with minimal direction from, or interface with, manager

• Problem solving, decision making and technical learning

• Advanced written and oral communication skills

• Strong administrative skills and sophistication to manage business in complex environments

• Demonstrate Tempus’ Values by acting with integrity, respect and trust  

• Frequent travel ( > 50%) throughout the territory as needed

Required Education & Experience:

• B.S. in life science, biology, business or marketing – MBA preferred

• 2-3 years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.

• Candidate must have 3-5 years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and large oncology practices.

• Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.