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Manager, Clinical Collaborations

Foundation Medicine began with an idea - to simplify the complex nature of cancer genomics, bringing cutting-edge science and technology to everyday cancer care. Our approach generates insights that help doctors match patients to more treatment options and helps accelerate the development of new therapies. Foundation Medicine is the culmination of talented people coming together to realize an important vision, and the work we do every day impacts real lives.
Position Overview:
You are a dynamic and broad healthcare sales leader with a minimum of 5 years of experience leading best-in-class sales functions, preferably within a diagnostic/life sciences service company. As a key member of the sales management team , you will be expected to use your industry experience and technology knowledge to identify, develop, and pursue customer opportunities as well as foster, build and maintain relationships with current customers. In addition, you will be responsible for providing the necessary leadership that will motivate and inspire the Clinical Collaborations team to achieve exceptional performance and deliver results at a level aligned with Foundation Medicine's standards of excellence.
This encompasses the creation and implementation of regional and territory business plans, as well as the selection, hiring, training, development, and management of Clinical Collaborations Account Managers within your designated region(s). You will manage business results and cross functional initiatives. You will make the day-to-day decisions required to manage and direct business activities, secure and analyze relevant information, and use your knowledge of the region, market intelligence, environmental factors and political landscape to identify key issues and commit to action. Additionally, you will develop alternative solutions that take into consideration strategic objectives, resource constraints and organizational values. This is a first line sales leadership position covering large regions, requiring frequent travel to work with Regional Sales Leaders and Clinical Collaborations Account Managers in their assigned regions and territories.
The Clinical Collaborations teams will focus on building relationships and implementing change with the multidisciplinary care team, including, but not limited to: Pathology, Interventional Radiology, Pulmonology, Thoracic and Breast Surgery, Laboratory and Hospital Administration. As part of a cross-functional team, the Clinical Collaborations team will be responsible for cultivating stakeholder relationships and developing account-specific plans to facilitate the application of Foundation Medicine's products and services.
Competencies:
Leadership - The successful candidate must be a high energy, charismatic leader that is a talented, strategically-oriented, highly ethical business executive with strong executive presence and presentation skills. You have the skills and ability to quickly gain credibility and respect with both internal and external stakeholders. You possess organizational savvy along with strong coaching, leadership development and team building skills. You lead by example to ensure a professional and compliant work environment, have strong influencing skills including the ability to delegate responsibility and motivate a team, while at the same time maintain accountability to deliver upon commitments.
Drive Results - You have an accomplished track record of growing complex organizations and a history of success maintaining key relationships and the demonstrated ability to drive strategic sales/marketing solutions
Build and Manage Relationships - You possess comfort and experience interacting with key strategic accounts, thought leaders and Key Opinion Leaders (KOLs) (and other influential healthcare executives) in the commercial oncology and research/development continuum, and can operate effectively in the complex biotechnology / Personalized Medicine / MDx industry.
System Knowledge - You have the ability to quickly identify and understand the various dynamics, workflow and politics involved with both large and small healthcare systems. This knowledge will be used to develop a long-term plan to activate an account (i.e. get buy in for and enable uptake of Foundation Medicine's products and services) via the various gatekeepers / influencers
Create Vision - A resourceful, strategic and analytical thinker, and creative problem solver, you will help shape the future strategy of the business.
Communication Skills - You demonstrate excellent presentation and communication skills ? the ability to influence and work successfully with varied audiences.
Entrepreneurial Drive - With the desire and proven ability to have an impact, you are an energetic self-starter with a strong work ethic and sense of urgency.
Qualifications:
A minimum of 5-years' experience in a relevant industry/commercial environment (pharmaceutical, diagnostics, research products) as a sales professional and sales leader.
Demonstrated success in recruiting, hiring, developing and retaining talent required.
Ability to direct, take decisions, balance risk, lead, coach, develop, train and retain staff.
Deep knowledge of the diagnostic services industry. Molecular diagnostic experience strongly preferred.
Experience selling oncology-based tests and services into the pathology and/or oncology clinical communities preferred.
Experience within complex selling environments required.
Previous strategic planning experience.
Demonstrated success in recruiting, hiring developing and retaining talent required.
Ability to travel required.

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