Key Account Manager, Diagnostic Sales (Mid-Atlantic)

Location: Seattle, WA US

Job Description:

Adaptive bio.PNG

The Key Account Manager reports to the Director of East Account Managers. Territory: Mid-Atlantic Region – Washington D.C., Maryland, Delaware, Virginia, West Virginia and must be based within the territory described above.

Job Responsibilities

  • Establish effective territory strategies which further Adaptive’s goals in select targeted key accounts by developing account-specific business plans which prioritize and leverage internal resources
  • Identify, develop, and maintain high-value relationships with KOLs, oncologist’s, hematologist’s, 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/regional/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, follow-up and identify repeat business while building a network of referrals
  • Facilitate negotiation of sales opportunities within company-established parameters, including associated purchase orders and/or quotations
  • Participate in/facilitate educational programs, training and customer support efforts working with Adaptive’s internal partners (Clinical Services, Managed Markets, 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 Adaptive’s activities
  • Business travel by air, train, or car is required for regular internal and external business meetings

Required Experience

  • BA/BS or Master’s degree in Life Sciences or related field
  • Strong technical background in molecular biology, genomics, next generation sequencing or immunology a plus
  • 5+ years of successful sales or account management experience in hematology, oncology, biotech, life science or diagnostic sales (Oncology lab service background a plus)
  • Well-developed 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 technologies applications
  • Strategic account management, previous experience in developing & implementing attainable account-specific 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 early stage company environment that may require greater self-sufficiency
  • Experience with effective utilization of or similar CRM database a plus


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