Area Vice President, West - Tempus
Passionate about making a difference in the world of cancer genomics?
With the advent of genomic sequencing, we can finally decode and process our genetic makeup. We now have more data than ever before but providers don't have the infrastructure or expertise to make sense of this data. We're on a mission to connect an entire ecosystem to redefine how genomic data is used in clinical settings. Tempus’s Area Vice President (AVP) will be responsible for leading multiple regional sales teams in one area of the country and for meeting sales goals across Tempus’s product portfolio. This encompasses the creation and implementation of regional and territory business plans as well as the selection, hiring, training, development, and management of Regional Sales Managers and Clinical Account Executives within a defined geographic region; California, Oregon, Washington, Nevada, Utah, Arizona, Idaho, Wyoming, Montana, Colorado, New Mexico, Hawaii, and Alaska.
The AVP will be responsible for managing business results, sales activities, driving strategic collaborations, and cross-functional initiatives for their team. They will be responsible for making the day to day decisions required to manage a business function including deploying resources, allocating costs, and directing business activities. The AVP must excel in the application of analytical rigor when assessing relevant information (account knowledge, market intelligence, environment factors, political landscape) to problem solve and develop solutions to challenges faced in the field. The AVP must take into account strategic objectives, resource constraints, and organizational values when deploying initiatives for their teams. This is a second-line sales leadership position, representing one area of the country (10-20 states), and managing Regional Sales Managers for assigned regions. As the leader of this team, frequent travel is required for field support and executive-level meetings.
Responsibilities
- Achievement of area-level sales objectives; revenue and expenses.
- Development and execution of area and regional business plans.
- Direct execution of sales strategies and tactics, and implementation of sales and marketing plans.
- Develop and maintain key customer relationships with high priority accounts across the area; assist in developing business solutions that are mutually beneficial; apply broader business scenarios and customer-focused models to achieve breakthrough results.
- Plan and conduct area sales meetings designed to inform and convey existing and new product knowledge and applications and enhance and develop sales and business skills.
- Evaluate performance of Regional Sales Managers and Clinical Account Executives
- Maintain a high level of product and market knowledge.
- Identify contracting opportunities with academic medical centers, large cancer centers, health systems, and other strategically important key accounts.
- Management oversight of Tempus’s CRM solution for the defined geographic region.
- Development of regional sales managers skills to drive broader account executive enablement
- Support internal department sales-facing initiatives such marketing, sales operations, customer success, and product development.
- Execute on area-level hiring plan for manager, account executive, and account associate positions
- Work collaboratively with cross-functional partners to access resources and maximize outcomes.
- Drive sales enablement through utilization of CRM and data analytics platform to drive sales behaviors, strategy, and process.
Required Skills:
- Deep domain 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.
- Demonstrated success in recruiting, hiring, developing and retaining talent.
- Ability to prioritize and align organizational goals and objectives; enable innovation.
- Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
- Ability to provide an integrated MolDx/SaaS solution using Tempus’s sequencing technology to prospects and customers.
- Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with Tempus’s capabilities.
- Comfortable selling at the executive level (CEO, COO, CFO)
- Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
- Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
- Problem solving, decision making and technical learning.
- Advanced written and oral communication skills.
- Strong administrative skills. Sophistication to manage business in complex environments.
- Knowledge and application of strategic planning, and development sales strategy and tactical implementation.
- Experience and understanding of managing the financial dynamics of a commercial organization.
- Expertise in health care with emphasis on molecular diagnostics, genomics, biotechnology, pharmaceuticals, and oncology.
- Superior listening and problem solving skills
- Ability to handle sensitive information and maintain a very high level of confidentiality
- Demonstrate consistent closing abilities throughout the sales cycle
- Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
- Impeccable oral and verbal communication and presentation skills
- Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
- Effective and regular utilization of Salesforce.com
- Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
- Advanced presentation skills and business acumen a necessity
- Demonstrate Tempus’ Values by acting with integrity, respect and trust and representing our company culture at all time to external and internal constituents
- Frequent travel ( ~50%) throughout the territory as needed
Required Education and Experience:
- A minimum of 5-10-years’ experience in a relevant industry/commercial environment (pharmaceutical, diagnostics, research products) as a sales leader, managing a team of sales managers and sales representatives
- Bachelor’s degree required, MBA preferred.
- A track record of success in a management role
- Strong preference for experience managing managers in an oncology diagnostic setting
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We are an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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