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Key Account Manager, Diagnostics

Job Summary: 

Under the leadership of the North American Sales Director, the Diagnostics Key Account Manager (KAM) is responsible for effectively partnering with the National Accounts Director (NAD) to identify targeted accounts for the successful growth over goal of the Company’s diagnostic franchise and, the Prosigna Breast Cancer Assay, for their specified targeted funnel accounts.  Included in the job tasks is the effective collaboration with NADs, Market Access, Sales, Marketing, Medical Affairs and Legal to achieve and exceed territory sales goals.   Customer segments include large oncology community practices, and oncology network practices, National Oncology System Affiliation/Alliances and national cancer centers (i.e. CTCA, SCRI/HCA, QCCA, Hybrid (PSA) LPP Accounts, and Collaborative Oncology Practice Groups).  The Key Account Manager will achieve all assigned goals as appropriate and maintain compliance with all NanoString standards.

Key Accounts located in: Seattle/Tacoma, Salt Lake City, and Portland. We prefer this person be based in one of these cities.

Essential Functions:

  • Meet agreed to quarterly Prosigna revenue targets and test volumes in the territory (this will be the basis for the incentive compensation plan for the position holder).
  • Drive utilization of Prosigna tests through reimbursed tests and through the PPSP program.
  • Drive clinical awareness and education across all assigned accounts and specified customer targets to drive product adoption and achieve and exceed established sales goals. Key customer targets include:
    • Medical Oncologist
    • PA/NP
    • Practice Administrators
    • Financial Counselors
    • Lab Personnel
  • Work directly with NADs on large practice & physician network partnership initiatives
  • Follow and update the target funnel account list with the direction of the NADs in CRM
  • Partnering with NADs with implementation and follow-up pre/post instrument installation
  • Follow and update action plan/POA for all assigned accounts
  • Track activities and submit reports on sales activities to NADs and NA Sales Director in an accurate and timely manner.
  • Coordinate and lead targeted state society meetings
  • Uncover and share changing market dynamics within the community-based oncology practice environment
  • Strategic account management, plan of action (POA) execution, and communication
  • Interactions with internal and external personnel as appropriate
  • Appropriate coordination with other NSTG customer facing groups, (i.e., RBMs, LS, MAD, Medical) as necessary to address customer needs
  • Identify and staff assigned GPO network and national/regional community oncology meetings
  • Demonstrate knowledge of, and access to, territory and regional breast cancer oncologists, oncology surgeons, and medical oncologists
  • Present brand message to targeted customer segments utilizing approved marketing resources
  • Comply with all Federal and State laws, regulations and policies that govern the conduct of NSTG activities
  • Consistent and routine collaboration with NADs and NA Sales Director on field activity and competitive intelligence to ensure alignment and appropriate direction


  • Bachelor's Degree in scientific discipline or related field (MBA or advanced degree is preferred)
  • A minimum 5 years account management/oncology marketplace, biotech, or oncology diagnostics
  • A minimum of 8 years sales experience in the pharmaceutical, biotech, or oncology diagnostics
  • Proven, documented track record for delivering consistent, 'top-tier' sales results and exceeding revenue targets.
  • Deep working knowledge and demonstrated relationships with medical oncologists in large community practices, network practices, and national cancer centers
  • Strategic account management; developing contracting strategies; contract implementation, execution and contract management
  • Previous experience with launching oncology/diagnostic products is preferred
  • Demonstrated clinical and scientific knowledge including deep knowledge of the breast cancer marketplace (preferred), and other oncology tumor/disease areas
  • Demonstrated strong knowledge and understanding of the community oncology business model, the reimbursement landscape, and the various distribution channel segments
  • Demonstrated ability to educate and promote new medical technology
  • Excellent verbal communication skills with the ability to establish cross-functional relationships
  • High degree of accountability and ownership
  • Previous experience in developing & implementing attainable account plans is required
  • Strong ability to assess and interpret market trends, financial data, customer needs, and competitive intelligence data is required
  • Significant travel required – 70%, weekend travel and flexibility with schedule is required.
  • Candidate must reside in the assigned territory (Florida).

Preferred Skills:

  • Previous experience in launching new oncology products or indications within oncology physician networks preferred.
  • In-depth knowledge and experience managing the oncology physician network segment of the business.
  • Exceptional acumen and understanding of the community-based oncology landscape.
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