Associate Account Manager New York

Position Overview

This position is responsible for growing and developing the clonoSEQ business in strategic accounts. Leverage accountspecific business plans to define opportunities and establish plans to deepen and expand the credibility of Adaptive develop plans to sufficiently allocate resources to achieve exceptional account management. Successful Key Account Managers work in close collaboration with Clinical Services Market Access Marketing Medical Affairs and Legal. The successful candidate will leverage crossfunctional support to generate sales through strategic and tactical activities coordinate appropriate customer support and followthrough to ensure customer satisfaction and repeat usage of our flagship product clonoSEQ. Additionally high priority is placed on depth of knowledge in the oncology market and functional knowledge in the clinical/scientific aspects of cancer diagnosis and treatment.Customer segments will focus on academic centers and hospital owned/affiliated community oncology.

Key Responsibilities and Essential Functions Associate Account Manager

• Developstrategies to drive growth in establishedkeyaccountsandcreatebusinessplans which prioritize and leverage internal resources.
• Buildandmaintainrelationshipswithkeyopinionleaders oncologists hospitals core labs.
• Manageandgrowasalespipelinewithqualifiedleads.
• Understandcustomerneedsmarkettrendsandcompetition.
• Influencekeystakeholdersintargetaccounts (Oncologists BMT Hematology Pathologist Executive leadership Lab personnel etc.
• Attendandleverageeducationaleventsandconferences.
• Delivereffectivesalespresentationsandfollowup.
• NegotiatesalesopportunitieswithinAdaptiveguidelines.
• Supportaccountagreementstrainingandcustomerserviceefforts.
• Communicatesalesactivitiesandresourceneedstomanagement.
• Usesalestoolstomonitorbusiness and identify opportunities for growth.
• Create and regularly update strategic account plans that will serve as a roadmap for achieving sales goals
• Partner with Account Operations and Reimbursement to create a positive customer experience and ensure operational and revenue health for each account
• Lead EMR integration projects and postintegration pullthrough in aligned accounts
• Completeallrequiredproductandtechnologytraining.
• Followallrelevantlawsandcompanypolicies.
• Travelasneededforbusinessmeetings.
• All other duties as assigned

Key Responsibilities and Essential Functions Account Manager

• Establish effective territory strategies which further Adaptives goals in select targeted key accounts by developing accountspecific business plans which prioritize and leverage internal resources.
• Identify develop and maintain highvalue relationships with KOLs oncologists hospitals and core labs.
• Effectively build a short/medium/long term sales pipeline and manage the necessary levels of sales leads prospects and opportunities.
• 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.
• Demonstrate knowledge of access to and the ability to influence all key stakeholders in targeted accounts. (Oncologists BMT Hematology Pathologist Executive Leadership Lab personnel etc.
• Attend identified relevant national/reginal/local education meetings and conferences maximizing opportunities at these events to deepen and expand the credibility of Adaptive.
• Deliver compelling sales presentations: close initial business followup and identify repeat business while building a network of referrals.
• Facilitate negotiation of sales opportunities within companyestablished parameters including associated purchase orders and/or quotations.
• Participate in/facilitate account agreements educational programs training and customer support efforts working with Adaptives internal partners. (Clinical Services Market Access Marketing Medical Affairs etc.
• Coordinate and communicate sales activities and strategies to management while defining resource requirements.
• Develop and maintain all account/contact details within Customer Relationship Management database (SFDC).
• Utilize sales tracking tools to effectively monitor and direct customer purchase activities.
• Provide regular and accurate sales forecast updates.
• Satisfy all product and technology training requirements as established by management.
• Comply with all Federal and State laws regulations and policies that govern the conduct of Adaptives activities.
• Business travel by air train or car is required for regular internal and external business meetings.
• All other duties as assigned

Position Requirements Associate Account Manager

• BA/BS or Masters degree in Life Sciences or related field
• B.A. / B.S. 5 years of related experience such as previous pharmaceutical diagnostic or medical device sales experience.
• 3 years experience in hematology or Oncology biotech life science or diagnostic sales Oncology lab service background a plus.
• Strong technical background in molecular biology genomics next generation sequencing or immunology a plus.
• Must have a selfstarting selfmanaging independent work style. Dedicated to making customer service a priority.
• Must be results oriented with a strategic focus on sales.
• Ability to measure and analyze key performance indicators (ROI and KPIs).
• Welldeveloped professional and strategic selling skills with a proven ability to grow key accounts by building and leveraging networks inside and outside the life science and research areas of key institutions and companies
• Excellent listening time management organizational and interpersonal skills
• ability to effectively communicate the relevant application of our technology to a wide range of research specialties
• Demonstrated ability to work in a team environment and skillfully bring together appropriate internal resources to meet specific customer needs
• Enjoys a fastpaced rapidly changing environment and can confidently operate with a great deal of selfsufficiency
• Experienced using Salesforce or similar CRM database to effectively manage territory business

Position Requirements Account Manager

• BA/BS or Masters degree in Life Sciences or related field
• Strong technical background in molecular biology genomics next generation sequencing or immunology a plus.
• 5 7 years of successful sales experience in hematology oncology biotech life science or diagnostic sales. Oncology lab service background a plus.
• Welldeveloped professional and strategic selling skills with a proven ability to grow key accounts by building and leveraging networks inside and outside the life science and research areas of key institutions. Demonstrated ability to convert qualified leads into closed sales.
• Excellent listening time management organizational and interpersonal skills.
• Outstanding communication skills including the ability to illustrate potential opportunities for our technologys applications.
• Strategic account management previous experience in developing & implementing attainable accountspecific business plans is required.
• Demonstrated ability to work in a team environment with the goals of bringing the appropriate resources to a specific customer need. Excited about an earlystage company environment that may require greater selfsufficiency.
• Experience with effective utilization of salesforce or similar CRM database a plus.

Working Conditions

• Ability to travel approximately 50

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Compensation

Salary Range

• Associate Account Manager: $136000 $204000
• Account Manager: $152000 $228000

Other compensation elements include:

• equity grant
• incentive compensation
• transportation reimbursement