Job Description

Position Summary: The Key Account Manager (KAM) is responsible for the generation and program development of CureMatch solution ongoing management of account relationships at all levels within the account in United States and reporting to Director of Sales (DOS). Manage all aspects of the customer selling lifecycle to achieve consistent, profitable, and sustainable sales revenue through the promotion, selling, and supporting of the CureMatch solutions to customers. Develop professional education events tailored to each market in the US with deep understanding of tools and resources available. Oversee and execute the implementation and account development processes of Hospitals and Clinics buying and implementing CureMatch solution. Understand account needs and the role that physicians, nurses, support staff and hospital administration play in the sales process to establish plans and solutions that meet short and long-term needs. Expected to monitor hospital/clinic strategies and marketplace developments; communicate to business partners to develop account strategy. Responsible for developing sales plan by account and by category using sales planning tools; sales plans must incorporate risk mitigation. Optimize customer value by anticipating and/or recognizing account issues and then be able to create, communicate, implement and follow up on a corrective action plan. Responsibilities also include meeting on a regular basis with hospital/clinic administrators, directors and managers to review sales, trends, and explore opportunities to convey value proposition. Optimize sales revenue at existing customers, particularly via the education/orientation of physicians and clinical staff to ensure support of CureMatch platform.

Essential Duties and Responsibilities:

• Develop/execute strategic territory business action plan within the geographical clinical setting.
• Successfully execute the expansion of CureMatch Analysis Programs within the prescribed geography.
• Call on oncology clinicians, hospital staff and decision-makers, including all tier customers defined within key accounts
• Foster effective teamwork between Sales, Professional Services, and Medical & Scientific Affairs Team for the geographical region
• Establish and maintain effective formal and informal links with major customers, key decision-makers to ensure that CureMatch is providing the appropriate range and quality of services in the geographical area
• Meet and exceed territory assigned quota by taking a consultative approach
• Accountable for maintaining customer records (CRM) in accordance with CureMatch specifications; including quarterly market share updates when requested
• Prepare forecast for yearly, quarterly, and monthly business to be validated by DOS
• Complete timely expense reporting
• Represent the company in negotiations with customers, suppliers, and other key contacts to secure the most effective contract terms for the CureMatch.
• Participate in sales workshops, sales meetings, congresses, and/or promotional activities
• Demonstrate responsibility for formulary process in covered hospital accounts and clinics
• Develop and implement special programs, i.e. speaker programs, symposia
• Expected to contribute to the learning and development of teammates by providing best practices and lessons learned
• Assist with coordination of training to the clinic and hospital personnel to increase the effectiveness of territory management within the region

Qualifications:

• BS/BA degree in life science, biology, business, or marketing-related field is required

• Minimum of 5 years in direct account management; (strongly preferred Oncology market with developed relationships within major cancer centers and clinics, oncology GPO's, large health systems, IHDN's, and large oncology practices; lab environment; pharmaceutical industry)

• Strong understanding of molecular profiling; diagnostic services; or laboratory-developed tests commercialization recommended

• Must be a self-starter with the ability to work independently or as part of a team

• Can effectively manage time, multi-task, and handle a high volume of work in a fast-paced, early-stage company environment

• Advanced proficiency in Microsoft Office Suite (e.g., Word, Excel, PowerPoint, and Outlook)

• Must have a thorough understanding of client's business/category and demonstrate a best-in-class approach in offering solutions to an assignment, clients or category

• Prior business development experience and demonstrated success

• Broad experience across sales, key account management, medical science liaison, and/or market access roles preferred

• Experience in communicating, presenting, selling at the executive level (CEO, COO, CFO)

• Strong analytical and strategic planning skills with the ability creating sales forecasts

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

• Demonstrated experience working on, brand launch, professional marketing (e.g. Direct-to-Physician, Managed Care/Health Care plans, devices, pharmacies, etc.), and consumer sales (e.g. Direct-to-Patient, Relationship Marketing, etc.)

Knowledge, Skills, and Abilities:

• Proven track record of successful customer engagements and high sales achievement
• High activity level and business proficiency
• Strong analytical and problem-solving skills
• Excellent presentation and negotiation skills
• Strong oral and written communication skills
• Strong attention to detail and excellent follow-up skills
• Demonstrated self-initiative