National Strategic Accounts Senior Manager

Position Overview

The National Strategic Accounts Sr Manager is responsible for expanding and growing clonoSEQ business by forming partnerships with targeted strategic community-based network accounts within a region. This is a strategic leader and visionary position for a defined set of community-based network accounts and supergroups. This position is accountable for driving adoption through creating and executing a strategic plan encompassing business, clinical, and platform offerings that deliver improved and enhanced patient quality of life. This position will serve a critical role by communicating our product value proposition, education, marketing messages, programs, and information to key customers and stakeholders, and work internally with cross-functional teams to ensure successful pull-through to grow the clonoSEQ business. This position will collaborate with various internal stakeholder partners, the extended Strategic Accounts Team, and numerous colleagues across Adaptive.

Key Accounts for this position are generally on the West Coast, and examples include: Seattle, Portland, San Francisco, and Los Angeles.

Key Responsibilities and Essential Functions

This individual must also work well under pressure to meet business objectives and growth sales goals. Responsibilities include but are not limited to, the following:

• Demonstrate knowledge of, access to, and the ability to influence all key stakeholders in assigned community-based network accounts to drive sales. (Oncologists/Hematologist, Hematology Pathologist, Practice Leaders, Advanced Practice Providers, Lab personnel, and Supportive Personnel)
• Partner cross-functionally with external and internal stakeholders to execute pull-through business plans and serve as the customer-facing leader for assigned community-based network accounts.
• Develop, execute, and lead business strategy to drive utilization and adoption for assigned strategic community-based network accounts within the given region.
• Provide test access to clinicians through creating and implementing avenues for easy if not automatic ordering through protocols, pathways, standing orders, order forms, EMR integration while also advancing value added projects that benefit the practice and patients.
• Identify and develop KOL advocates to influence perspectives on testing in the account, region, network and nation.
• Monitor product utilization, penetration, and other key performance metrics within assigned accounts.
• Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads, prospects, and opportunities.
• Deliver compelling sales presentations: close initial business, follow-up, and identify repeat business while building a network of referrals.
• Participate in/facilitate account agreements, educational programs, training, and customer support efforts working with Adaptive's internal partners. (DHS, Account Managers, Clinical Services, Market Access, Marketing, Medical Affairs, etc.)
• Build a comprehensive knowledge of customers and prospects, including the overall market, customer needs, personnel and responsibilities, budgeting, knowing their funding processes, and the competition.
• Develop and lead initiatives to drive Adaptive's business imperatives and sales with State Societies, Regional Associations, and other regional strategic partners. (E.g., FLASCO, TxSCO, TOPS, etc.)
• Attend identified relevant national/regional/local education meetings and conferences, maximizing opportunities at these events to deepen and expand Adaptive's business and credibility.
• Self-directed and results-oriented; act as a change agent and make decisions in a dynamic environment with internal and external challenges.
• Excellent communication skills (oral, written, and presentation); ability to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact.
• Comply with all Federal and State laws, regulations, and policies that govern the conduct of Adaptive's activities.
• All other duties as assigned

Position Requirements (Education, Experience, Other)

Required

• BA/BS in Life Sciences or related field + 12 years of related experience (oncology/hematology, biotech, life science, or diagnostic sales and/or Oncology lab service background a plus) or Master's degree in Life Sciences or related field + 10 years of related experience.
• Minimum of 5 years' experience in account management and oncology/hematology marketplace.
• Additional oncology/hematology broad-based experience valued: sales operations, sales training, marketing, and sales management.
• Previous experience in launching new oncology/hematology products or indications within community-based network accounts preferred.
• Demonstrated ability to pull together insights from various sources and develop strategic business plans that result in a business decision, action, and sales results.
• Demonstrated communication and teamwork skills; ability to gain alignment and act within a matrix team environment; ability to work in a collaborative and influencing fashion that drives business results.
• Exceptional business acumen and understanding of community-based network landscape.
• Clinical knowledge and proficiency in selling in the clinical oncology/hematology marketplace.
• Ability to establish relationships with high-level Executive and Management personnel.

Preferred 

• Strong technical background in molecular biology, genomics, next-generation sequencing, or immunology a plus.
• Strong understanding of the reimbursement environment in the oncology/hematology marketplace
• Strong presentation and negotiation skills.
• Ability to establish relationships and high-level customer service.
• Outstanding communication skills, including the ability to illustrate potential opportunities for our technology applications.
• Excellent listening, time management, organizational and interpersonal skills.
• Excited about an early-stage company environment that may require greater self-sufficiency.
• Strong working knowledge of relevant software systems (e.g., MS Excel, Salesforce.com, Veeva CRM, Veeva Network, Informatica, Tableau, etc.) is desired.

Working Conditions

• Travel 50% by air, train, or car required for regular internal and external business meetings, may include overnight/weekend travel.

#LI-Remote

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Compensation

Salary Range: $168,000 - $252,000

Possible “other compensation” elements to include:

• equity grant
• incentive compensation
• transportation reimbursement