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 in the Central U.S. and are located in:Texas Ohio Minnesota Oklahoma and Nebraska

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 Adaptives 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 Adaptives 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 Adaptives 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 Adaptives activities.

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 Masters 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 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

Compensation

Salary Range: $168000 - $252000

Other compensation elements include:

• equity grant
• incentive compensation
• transportation reimbursement