Sales Account Manager (New England North)

About Us

Inform Diagnostics, a Fulgent Genetics Company, is a nationally recognized diagnostics laboratory focused on anatomic pathology subspecialties including gastrointestinal pathology, dermatopathology, urologic pathology, hematopathology, and breast pathology.

Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier, full-service genomic testing company built around a foundational technology platform.

Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike.

Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company.

Summary of Position

The primary accountability for the sales function and for the Sales Account Manager individually is to drive profitable growth within their assigned geography in a manner consistent to corporate mission and values.  A high performing Sales Account Manager delivers profitable organic growth through the use of consultative practices that educate a prospective customer on the clinical utility of Bako/Inform products and services. The Sales Account Manager holds lead accountability for acquiring and retaining new customers. A Sales Account Manager should leverage available resources to create and implement tactics to achieve the company’s revenue and activity targets within their assigned geography. The Sales Account Manager is ultimately responsible for the revenue performance of their geography. 

Key Job Elements

• Interacts with physicians, employees and clients in a positive manner consistent with the mission and values of Bako/Strata/Inform Diagnostics.
• Clinical Utility/Consultative Selling: The Sales Account Manager as their primary skill/attribute will possess a deep understanding of the clinical utility of Bako/Strata/Inform products and services.  The Sales Account Manager will use a consultative process, to outline how the clinical utility of the company’s products and services will serve to meet the need of a prospective customer and their patients.  The Sales Account Manager will stay abreast of best practices in consultative sales as well as the clinical utility of all existing and new products developed.
• Initiative/Drive: The Sales Account Manager is internally motivated to serve our customers and his colleagues.  The Sales Account Manager will support the appropriate strategies and tactics entered into by the company and its management (internal and external audiences). The Sales Account Manager will support the esprit de corps within their team that is consistent with company’s values.  The Sales Account Manager ensures that he/she is well trained, well informed and aligned to company’s objectives. 
• Tools & Processes: The Sales Account Manager is capable of utilizing the company’s tools to improve the allocation of their personal resources.  Salesforce.com and the functionality within are critical to the success of the Sales Account Manager and the company.  The Sales Account Manager will ensure that they engage fully in all training and become wholly facile with the tool.  The Sales Account Manager will understand and use the analytical tools the company has developed for the use of the Sales Account Manager to improve outcomes (request training where the Sales Account Manager does not have appropriate skill sets) and update Salesforce.com as directed by the Director of Sales.
• Company: The Sales Account Manager will complete all required training and operate within all established company policies and compliance guidelines. The Sales Account Manager on occasion will contribute to cross-functional teams that advance the completion of projects.  The Sales Account Manager communicates appropriately, promptly, succinctly and through appropriate tools to internal team. The Sales Account Manager will be cognizant of all relevant company goals and specifically the expectations of performance for their role. The Sales Account Manager will operate within established expense budgets and guidelines.
• Customers & Markets: The Sales Account Manager will be an advocate for customer needs.  The Sales Account Manager will have the capacity to concisely frame market information for improvement of the company’s performance.  The Sales Account Manager is capable of articulating the market/customer information in a manner that those outside the commercial function will understand, e.g. what, who and meaning to the company.