Foundation Medicine

Title: Associate Director, Regional Sales - South Texas Location: San Antonio, TX, United States Department: Sales Job Description: The Associate Director, Regional Sales is a field-based role with direct customer engagement and oversees FMI’s Clinical Sales and Customer Experience teams. The position is responsible for managing business results, sales activities, field sales coaching, customer experience and cross-functional initiatives in a specific regional geography and making the day to day decisions required to manage the business function including deploying resources, allocating costs, and directing business activities. Key Responsibilities: - Develop and execute regional and territory business plans that align with the national and commercial strategy and integrate strategic account plans into broader regional business execution plans; coach to pull-through of national strategies as appropriate (e.g. AMC, community, pathology). - Develop and maintain key customer relationships with c-suite, KOLs within the region, assisting in developing business solutions that are mutually beneficial and applying broader business scenarios and customer-focused models that achieve breakthrough results. - Plan and conduct regional sales meetings designed to enhance and develop sales and business skills, and convey existing and new product knowledge and applications. - Partner with Strategic Account Manager (SAM) team to design and oversee pull-through of strategic account management strategies at the regional-level. - Support engagement pull-through clarity with AEs, including supporting AEs in developing and refining account / individual HCP engagement plans, and engaging with senior stakeholders when appropriate (e.g., in non-SAM led accounts). - Train, coach, and evaluate the performance of SAMs, AEs and CEEs - Oversee FMI’s customer relationship management solutions for a defined geographic region. - Interact with Key Stakeholders – decentralized c-suite, local c-suite for national accounts. - Other duties as assigned. - Comply with FMI's attendance policies Qualifications: Basic Qualifications: - Bachelor’s Degree or equivalent experience - 8+ years experience in the diagnostics, oncology, genomics or other relevant industry or commercial environment as a sales professional or equivalent years working in a Complex clinical setting working with physicians and patients - 3+ years experience in diagnostics and at least 2 years in Oncology - 4+ years Sales Management experience - Required to travel within defined region Preferred Qualifications: - Demonstrated track record of success as a Sales Leader with experience coaching and leading teams in diagnostics, oncology, genomics, or a related field - Demonstrated track record of success coaching and selling oncology-based tests or products to medical oncology and/or pathology - Knowledge of scientific and technical concepts, and experience communicating scientific or technical information to a range of audiences - Demonstrated strategic thinking and approach to customer - Strong organizational, prioritization and time management skills - Understanding of HIPAA and the importance of patient data privacy - Commitment to reflect FMI’s values: Integrity, Courage, and Passion The expected salary range for this position based on the primary location of Remote is $170,080 - $217,600 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

Role Description The Manager, Alliance Management provides comprehensive operational and strategic support for FMI's biopharma alliances. The Manager is responsible for implementing and monitoring the execution of plans for specific programs that are part of FMI's biopharma collaborations, including companion diagnostic programs, clinical trial profiling activity, and data partnership activities. In this role, the incumbent works collaboratively and cross-functionally with internal and external teams to ensure successful implementation and ongoing execution of FMI's biopharma partnered programs. The incumbent serves as the primary point of contact for one or more partnered CDx programs, Clinical and/or Data partnerships, maintaining alignment between internal and partner teams, and managing communication, escalation of issues, and stakeholder engagement. Key Responsibilities - Ensure contracted deliverables and milestones are met once contract is transitioned from the Strategic Partnership Leader (SPL)/Business Development (BD) to Alliance Management (AM). - Serve as the key point of contact in managing day-to-day partnership activities to identify process and communication improvement opportunities. - Proactively identify and raise issues both within partnership and internally to provide recommendations for resolutions. - Monitor progress against executed collaboration agreements; proactively identify and raise issues and provide recommendations for resolutions. - Articulate partnership vision; understand partnership projects in context of industry and program strategy. - Support Strategic Partnership Leader in account plan development and refinement. - Work cross-functionally to ensure communication of business needs and align FMI operational needs externally when needed. - Lead and organize execution of partnership governance bodies pursuant to the contract. - Promote and maintain partner satisfaction and account health through sustained engagement, Alliance Health Check survey, and continued feedback. - Other projects as periodically assigned. Qualifications - Bachelor's Degree in a scientific discipline. - 5+ years of experience in the life sciences or biopharmaceutical industry or at a diagnostic academic center. - 2+ years in a business development, project management, or alliance management function. - Must be able to travel up to 25% of the time domestically. Preferred Qualifications - Advanced Degree in a scientific discipline. - 5+ years in a business development, project management, or alliance management function. - Experience leading multi-disciplinary teams in the planning and execution of collaborative projects. - Demonstrated history of being proactive, taking initiative, and driving to results. - Demonstrated ability to navigate and communicate across organizations with different cultures & priorities. - Strong knowledge and credibility in the oncology market. - Exceptional listening and speaking skills. - Strong organizational skills to maintain a high level of productivity, innovation, and setting priorities. - High level of attention to detail and nuance. - Impeccable judgment and the ability to work independently. - Passion for contributing to a transformation in cancer care – strong drive, sense of initiative, and commitment to mission. - Understanding of HIPAA and the importance of patient data privacy. - Commitment to reflect FMI's values: integrity, passion, and courage. Salary and Benefits The expected salary range for this position based on the primary location of Remote is $107,360 - $134,200 per year. The salary range is commensurate with Foundation Medicine's compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

Role Description The Associate Director, Regional Sales is a field-based role with direct customer engagement and oversees FMI’s Clinical Sales and Customer Experience teams. The position is responsible for managing business results, sales activities, field sales coaching, customer experience, and cross-functional initiatives in a specific regional geography. - Develop and execute regional and territory business plans that align with the national and commercial strategy. - Integrate strategic account plans into broader regional business execution plans; coach to pull-through of national strategies as appropriate (e.g. AMC, community, pathology). - Develop and maintain key customer relationships with c-suite, KOLs within the region. - Assist in developing business solutions that are mutually beneficial. - Apply broader business scenarios and customer-focused models that achieve breakthrough results. - Plan and conduct regional sales meetings designed to enhance and develop sales and business skills. - Convey existing and new product knowledge and applications. - Partner with Strategic Account Manager (SAM) team to design and oversee pull-through of strategic account management strategies at the regional level. - Support engagement pull-through clarity with AEs. - Support AEs in developing and refining account / individual HCP engagement plans. - Engage with senior stakeholders when appropriate (e.g., in non-SAM led accounts). - Train, coach, and evaluate the performance of SAMs, AEs, and CEEs. - Oversee FMI’s customer relationship management solutions for a defined geographic region. - Interact with Key Stakeholders – decentralized c-suite, local c-suite for national accounts. - Other duties as assigned. - Comply with FMI's attendance policies. Qualifications - Bachelor’s Degree or equivalent experience. - 8+ years experience in the diagnostics, oncology, genomics, or other relevant industry or commercial environment as a sales professional or equivalent years working in a complex clinical setting working with physicians and patients. - 3+ years experience in diagnostics and at least 2 years in Oncology. - 4+ years Sales Management experience. - Required to travel within defined region. Requirements - Demonstrated track record of success as a Sales Leader with experience coaching and leading teams in diagnostics, oncology, genomics, or a related field. - Demonstrated track record of success coaching and selling oncology-based tests or products to medical oncology and/or pathology. - Knowledge of scientific and technical concepts, and experience communicating scientific or technical information to a range of audiences. - Demonstrated strategic thinking and approach to customer. - Strong organizational, prioritization, and time management skills. - Understanding of HIPAA and the importance of patient data privacy. - Commitment to reflect FMI’s values: Integrity, Courage, and Passion. Benefits - The expected salary range for this position based on the primary location of Remote is $174,080 - $217,600 per year. - The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.

Role Description The Senior Director - Area Sales is a field-based role with direct customer engagement that leverages industry experience to identify, develop, and pursue customer opportunities and foster, build, and maintain relationships with current customers. The position is responsible for driving business results, overseeing overall objectives, and sales execution aligned to corporate goals. The role leverages a firm understanding of the business, industry, and competitive landscape to evaluate and anticipate impact and to implement sales plans that leverage the combined expertise and resources of FMI. The Senior Director is responsible for achieving organizational growth objectives and developing cross-functional partnerships across the organization to support Commercial excellence and a positive customer experience. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio - Serve as a strong change agent for and within the Commercial organization, setting the standard and role modeling exceptional change leadership and communication practices - Translate vision into actionable, quantitative plans for your area sales, strategic account, and customer experience teams - Create and implement area, regional, and territory business plans, and support/oversee the development of strategic account plans - Ensure clear linkage of strategic account plans with broader geographic business plans, including pull-through strategy and clarity on shared vs. distinct/separate customer coverage plans to maximize both engagement efficiency and effectiveness - Ensure appropriate deployment prioritization for CEE team resources within the area, based on evolving customer support needs over time - Direct area sales activities, set expectations, provide guidance, establish accurate plans and forecasts, hold the team accountable to minimum performance standards, build pipelines and execute each phase of the sales process, and drive short-term and long-term results to maximize overall territory growth objective - Develop strong teams, foster a collaborative work environment, encourage innovative thinking, and build leadership skills of direct reports and team members - Provide recommendations and guidance on evaluating sales opportunities pertinent to strategy and territory business plan, coach to pull-through of national strategies as appropriate - Improve processes and lead initiatives to implement identified improvements - Leverage market intelligence, environmental factors, and political landscape to identify issues and direct key actions impacting the day-to-day sales activities - Ability to Travel ≥ 50% of the time - Other projects as periodically assigned - Comply with FMI's attendance policies Qualifications - Bachelor’s Degree - 12+ years experience in the diagnostics, medical device, or other relevant industry or commercial environment as a sales professional - 7+ years experience as a manager of sales professionals - 5+ years of experience managing managers Requirements - 12+ years of progressively responsible experience in sales, preferably within diagnostics or medical device - 7+ years of Sales team leadership experience - 7+ years of professional experience in selling oncology-based tests and services - Creating impactful strategic sales plans and developing value propositions, positioning, and targeting in healthcare with an emphasis on diagnostics, genomics, and biotechnology - Knowledge of accounts and key influencers in the Industry - Knowledge of gathering industry trends, generating deep customer insights, and competitive intelligence to align sales strategies - Demonstrated experience and success in leading cross-functional projects to impact the business - History of strong relationship-building with critical customers, cross-functional partners, and external business partners - Experience developing an organizationally aligned culture that enables cross-functional team members to do their best work - Familiarity with developing sales plans and strategies to drive organizational growth - Familiarity with next-generation sequencing technologies and with all of FMI’s products - Understanding of HIPAA and the importance of patient data privacy - Commitment to reflect FMI’s values: Integrity, Courage, and Passion Benefits - The expected salary range for this position based on the primary location of Remote is $220,000 - $275,000 per year. - The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.

Role Description The Account Executive I (AEI) is a field-based role with direct customer engagement in the Sales team within the Commercial department. The position is responsible for driving sales volume for FMI’s suite of specialty products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio. - Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new account and customer acquisition, and existing customer retainment. - Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement. - Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite). - Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives). - Identify trends through analytics and regular data reviews; leverage to drive sales and enhance customer experience. - Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments. - Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders: decentralized accounts (c-suite, oncologists, pathologists, urologists, admin etc.), National Accounts. - Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.). - Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop communication plans and customize messages to meet audience needs. - Develop effective sales presentations, respond to difficult questions and overcome customer objections. - Create clear and concise presentations addressing complex issues. - Negotiate with customers to achieve buy-in and alignment with account plans. - Negotiate alignment between Foundation Medicine and customers to meet account objectives. - Effectively prioritize new business opportunities and develop action plans to pursue accounts. - Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers. - Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business. - Monitor and adhere to timelines for plan, adjust based on changing customer or business needs. - Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans. - Integrate brand strategy, trends, and performance information into customer plans. - Integrate relevant competitor information into account plans and presentations. - Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue. - Conduct comprehensive analysis of Foundation Medicine, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT). - Use data analysis results to develop and/or adjust account plans and fact-based sales presentations. - Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time. - Other duties as assigned. - Comply with FMI's attendance policies. Qualifications - Bachelor’s Degree or equivalent experience. - 3+ years of direct selling experience in diagnostics or life science focused on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and patients. - History of proven results and successful sales performance, including achievement of sales plan. - Lives within or commitment to live within defined territory and centrally located to defined accounts. - Commitment to travel within defined territory. Requirements - Oncology and/or molecular diagnostic experience. - Accurate forecasting capabilities throughout the sales cycle. - CRM proficiency: Salesforce.com preferred. - Proficient with MS Office (e.g., Word, Excel, and PowerPoint). - Familiarity with different sales techniques and pipeline management. - Exceptional communication and consultative skills to employ solutions-based selling. - Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. Benefits - The expected salary range for this position based on the primary location of Remote is $102,880 - $135,030 per year. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.

Role Description The Senior Biostatistician is responsible for independently providing statistical expertise and managing the activities for personalized medicine companion diagnostic device analytical and clinical studies to ensure valid and efficient study designs that allow clearly interpretable results and timely delivery of data analyses, study reports and regulatory documents with high quality. The incumbent independently mentors junior staff; builds and maintains strong collaboration with other teams across the organization to develop study plans, study protocol, and decision framework as well as provide responses to statistical issues arising in regulatory or external partners. The function contributes to the long-term growth strategy of the Scientific Operations team by participating in process improvement initiatives and contributing to the development of statistical methodologies applicable to companion diagnostic validation. Key Responsibilities - Lead independently the design and data analysis of analytical and clinical validation studies on novel next generation sequencing-based companion diagnostic devices for oncology. - Represent the team within broad cross-functional projects and oversee multiple project teams. - Independently mentor junior members on design and project deliverables. - Provide key contributions to the analytical and clinical studies in the program, including but not limited to protocol development, statistical analysis plans, and data reporting. - Contribute to the planning and delivery of key analytical or clinical components of regulatory submissions, including but not limited to Q-subs, PMA, and sPMA. - Represent Biostatistics in key regulatory meetings. - Develop innovative and creative statistical and technical solutions to complex problems. - Maintain statistics quality standards throughout the study process and statistical accuracy in all documents pertaining to the study. - Ensure statistical work is completed in accordance with established timeframes. - Track biostatistics activity deliverables. - Collaborate with laboratory scientists, technologists and the Regulatory team on study design, planning, data preparation, programming, analysis and presentation of results. - Draft study protocols and issue final reports on these studies. - Maintain availability to the wider FMI business for statistical interpretation and analysis. - Solicit feedback and communicate study results within FMI and to external stakeholders. - Other duties as assigned. - Comply with FMI's attendance policies. Qualifications - Master’s Degree in Statistics (or Biostatistics) and 7+ years of experience as a statistician in academia, biopharmaceutical, or diagnostics industry, academia, or FDA; OR, - PhD in Statistics (or Biostatistics) and 5+ year(s) of experience as a statistician in academia or in the biopharmaceutical or diagnostics industry, academia, or FDA. - Proficiency in statistical programming language R or SAS. Preferred Qualifications - Doctor of Philosophy in Biostatistics or Statistics. - 3+ years of experience as a statistician in academia or in the biopharmaceutical or diagnostics industry, or FDA. - Experience in time-to-event data analysis, cluster/longitudinal data analysis, clinical trials, random effect and measurement error models. - Experience in experimental study design and statistical methods in diagnostic medicine. - Extensive scientific understanding of cancer genetics and genomics. - Knowledge and experience with Next-Generation Sequencing (NGS). - Experience leading or managing a team of Biostatisticians. - Demonstrated leadership skills including proactive strategy setting, priority evaluations, conflict resolution, and effective partnerships. - Strong programming skills, technical proficiency and creativity. - Demonstrated history of independent thinking. - Demonstrated ability to meet project deadlines. - Demonstrated record of successful independent work and contributions to team projects. - Excellent communication, presentations and writing skills, and the ability to explain complex technical details in clear language. - High level of detail orientation with a focus on quality. - Ability to work well under pressure while maintaining a professional demeanor. - Understanding of HIPAA and the importance of patient data privacy. - Commitment to reflect FMI’s values: Integrity, Courage, and Passion. Salary and Benefits The expected salary range for this position based on the primary location of Remote is $145,000 - 179,000 per year. The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits. Company Description Foundation Medicine, Inc. (FMI) is a global, patient-focused precision medicine company delivering high-quality, transformative diagnostic solutions in cancer and other diseases. Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Title: Biostatistician II Location: United States Department: Research Job Description: Description About the Job The Biostatistician II is responsible for providing statistical expertise and managing the activities for the development, clinical and analytical validation, and regulatory approval of FMI’s diagnostic devices including but not limited to companion diagnostic (CDx) devices. The incumbent ensures valid and efficient study designs that allow clearly interpretable results and timely delivery of data analyses, study reports and regulatory documents with high quality. This role builds and maintains strong collaborations with other departments across the organization to develop statistical methodologies and models, write study protocols, conduct statistical analyses, write study reports, present responses to statistical and study design questions arising from regulatory authorities or external partners (e.g., academic or Biopharma collaborators), represent FMI at meetings with regulatory agencies such as the Food and Drug Administration, contribute to scientific publications, and/or work with internal and external partners for the development, validation, and regulatory approval of FMI’s diagnostic assays in oncology and beyond. Key Responsibilities - Lead and execute the design and data analysis of analytical and clinical validation studies on novel next generation sequencing (NGS)-based diagnostic devices for oncology and beyond, including but not limited to protocol development, statistical analysis plans and reports, and data reporting. - Develop innovative and creative biostatistical and technical solutions to complex problems. - Represent the biostatistics team with guidance from senior team members within broad cross-functional projects. - Collaborate with cross-functional teams on study design, planning, strategy, data preparation, programming, analysis, and presentation of results. - Contribute to the planning and delivery of key analytical or clinical components of regulatory submissions and respond to review questions with guidance from senior team members. - Maintain biostatistics quality standards, biostatistics best practices, and accuracy across all study deliverables while ensuring analyses are completed in accordance with established timelines. - Maintain availability to the wider FMI business for biostatistical interpretation, analysis, and solutions. - Other duties as assigned. - Qualifications: Basic Qualifications: - Master’s Degree in Statistics or Biostatistics and 4+ years of working experience; OR PhD in Statistics or Biostatistics with 2+ years of experience. - Strong programming skills in R - Preferred Qualifications: - Ph.D. in Statistics or Biostatistics with 2+ years of experience as a biostatistician in the biopharmaceutical or medical diagnostics industry, academia or government (e.g., FDA, NIH) - Knowledge and experience with one or more of the following: - Clinical Study Design - Clinical Trials - Time-to event data analysis and longitudinal data analysis - Statistical Methods in Diagnostic Medicine - Clinical and analytical validation of medical diagnostic devices and/or companion diagnostics - Categorical data analysis - Missing data analysis - Real-world data (RWD) analysis - Bayesian Methods - Next Generation Sequencing (NGS) and genomics - - Leadership skills including proactive strategy setting, priority evaluations, conflict resolution, and effective cross-functional partnerships - Excellent communication, presentations and writing skills, and ability to explain complex technical details in clear language - Demonstrated ability of independent thinking - Demonstrated ability to meet project deadlines managing multiple projects simultaneously - Demonstrated record of successful independent work and contributions to team projects - High level of detail orientation with a focus on quality - Understanding of HIPPA and importance of privacy of patient data - Commitment to reflect FMI’s values: Integrity, Courage, and Passion - The expected salary range for this position based on the primary location of Remote is $125,000 - $148,000 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine’s benefits. #LI-Remote

Role Description Foundation Medicine is seeking a strategic and collaborative leader to serve as Senior Director, RA/QA Strategy & Business Integration. This role acts as the primary interface between Regulatory Affairs/Quality Assurance (RA/QA) and cross-functional internal business partners, including Product, R&D, and Operations as well as external business partners. The role is a strategic enabler of innovation, playing a central role in shaping both regulatory and product strategy. The Senior Director ensures quality and regulatory perspectives actively inform development pathways, partnerships, and go-to-market decisions. They will also represent FMI externally, engaging with biopharma partners and at industry forums, while positioning RA/QA as a proactive driver of speed, innovation, and competitive advantage. Key Responsibilities - Strategic Leadership & Business Partnership - Serve as the primary RA/QA leader interfacing with Product, R&D, and Operations, shaping regulatory and product strategy. - Drive early and impactful integration of RA/QA into product development, strategic planning, and decision-making. - Guide development pathways to balance innovation, compliance, speed, and scalability. - Position RA/QA as a strategic enabler of innovation and competitive advantage. - Cross-Functional Leadership & Governance - Lead prioritization of RA/QA engagement based on business impact and strategic importance. - Orchestrate the right expertise across RA/QA (e.g., Software, Device, Laboratory Quality) to support key initiatives. - Ensure consistent, risk-based application of quality and regulatory frameworks across the enterprise. - Act as escalation point for high-impact or ambiguous regulatory and quality decisions. - Operational Excellence & Strategic Enablement - Drive simplification and optimization of RA/QA processes to accelerate development timelines. - Align RA/QA resources to highest-value initiatives, enabling focus on innovation and strategic priorities. - Anticipate emerging regulatory trends, risks, and business needs to inform forward-looking strategy. - External Engagement & Influence - Represent FMI with biopharma partners and in industry forums, shaping external perspectives on regulatory and quality strategy. - Build strong relationships with senior internal and external stakeholders. - Influence key decisions to ensure optimal balance between compliance, innovation, speed, and market impact. - Comply with FMI's attendance policies. Qualifications - Bachelor’s degree in Life Sciences, Engineering, or a related discipline. - 12+ years of experience in Quality Assurance and Regulatory Affairs in biotech, diagnostics, or medical device environments. - Demonstrated experience shaping regulatory strategies and supporting product development in regulated environments (e.g., FDA, CLIA, CAP, IVDR). - Proven track record of influencing cross-functional decision-making across Product, R&D, and Operations. - Experience engaging with external stakeholders (e.g., biopharma partners, regulatory authorities, or industry forums). - 5+ years of leadership experience, including leading through influence in a matrixed organization. Preferred Qualifications - Advanced degree (PhD, MS, MBA, or equivalent). - Deep expertise in regulatory strategy across the product lifecycle, ideally in diagnostics, IVD, or precision medicine. - Experience shaping complex product development programs in close partnership with Product and R&D. - Demonstrated ability to influence senior leaders and drive enterprise-level decisions in a matrixed environment. - Experience representing an organization externally as a thought leader in regulatory and quality strategy. - Track record of building or evolving QA/RA operating models, governance, or strategic capabilities. - Strong understanding of global regulatory environments (e.g., FDA, IVDR) and risk-based decision-making frameworks. Key Competencies - Strategic thinking and enterprise mindset. - Exceptional communication and executive presence. - Cross-functional leadership and collaboration. - Strong judgment and decision-making in complex environments. - Continuous improvement and operational excellence. - Understanding of HIPAA and the importance of patient data privacy. - Commitment to reflect FMI’s values: Integrity, Courage, and Passion. Salary and Benefits The expected salary range for this position based on the primary location of Remote is $230,800 - $288,500 per year. The salary range is commensurate with Foundation Medicine's compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

Role Description The Account Executive I (AEI) – Designated Sales Representative (DSR) is a field-based role with direct customer engagement in the Sales team within the Commercial department. The position is responsible for driving sales volume for FMI’s suite of specialty products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. This position is intended for high-performing sales professionals who are ready to be fully trained and deployed into a permanent territory assignment as soon as one becomes available. The AEI - DSR will participate in an immersive onboarding experience, gaining expertise in FMI’s portfolio of products, customer segments, and sales strategy. This role is ideal for individuals open to relocating within the U.S. to fill a future territory and eager to contribute to transforming cancer care through precision oncology. Key Responsibilities - Serve as a field-ready resource for rapid deployment into an open territory assignment. - Partner with Regional Sales Directors and Account Executives to support key accounts and engage with oncology stakeholders. - Build foundational relationships with oncologists, pathologists, urologists, and key decision-makers. - Complete a comprehensive training and development program. - Shadow experienced Account Executives to learn effective engagement strategies. - Support the execution of business plans, including customer engagement and lead generation. - Leverage tools such as Salesforce.com, Power BI, and Definitive Healthcare to analyze data. - Identify trends through analytics and regular data reviews. - Participate in cross-functional initiatives and internal trainings. - Maintain strong knowledge of competitive landscape and emerging trends. - Demonstrate readiness to assume full responsibility for a permanent sales territory. Territory Deployment Responsibilities - Successfully navigate customers at the account level to understand processes. - Effectively engage with key account stakeholders in current and new accounts. - Pull through National Account initiatives and other customer segment strategies. - Assess information relevant to sales and develop solutions. - Leverage an up-to-date, expert level of product and market knowledge. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders: decentralized accounts. - Recognize Foundation Medicine-wide opportunities with customers. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop communication plans and customize messages. - Develop effective sales presentations and respond to difficult questions. - Negotiate with customers to achieve buy-in and alignment with account plans. - Effectively prioritize new business opportunities and develop action plans. - Develop effective sales strategy based on understanding of goals and objectives. - Recommend products and services mix that reflects understanding of customer priorities. - Monitor and adhere to timelines for plan adjustments. - Apply business knowledge to make sound decisions. - Integrate brand strategy, trends, and performance information into customer plans. - Utilize appropriate internal or external data sources to identify trends. - Conduct comprehensive analysis of Foundation Medicine, customer, and competition strengths. - Travel within assigned territory and to company meetings, committing to travel up to 90% of the time. - Other duties as assigned. Qualifications - Bachelor’s Degree or equivalent experience. - 3+ years of direct selling experience in diagnostics or life science. - History of proven results and successful sales performance. - Lives within or commitment to live within defined territory. - Commitment to travel within defined territory. Preferred Qualifications - Oncology and/or molecular diagnostic experience. - Accurate forecasting capabilities throughout the sales cycle. - CRM proficiency: Salesforce.com preferred. - Proficient with MS Office (e.g., Word, Excel, and PowerPoint). - Familiarity with different sales techniques and pipeline management. - Exceptional communication and consultative skills. - Demonstrated track record of success selling oncology-based tests or products. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. Ability to - Access priorities and mobilize a strategic plan. - Work independently and collaborate with peers. - Work well under pressure while maintaining a professional demeanor. - Adapt to changing procedures, policies, and work environment. - Exhibit excellent listening, verbal and written communication skills. - Demonstrate strong negotiation skills. - Understand HIPAA and the importance of privacy of patient data. - Commit to FMI values: Integrity, Courage, and Passion. Salary and Benefits The expected salary range for this position based on the primary location of Remote is $102,880 - $135,030 per year. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.

Role Description The Account Executive II (AE II) is a field-based role with direct customer engagement on the Sales team within FMI’s Commercial operation. The position is responsible for driving sales volume for FMI’s suite of products and services, while cultivating relationships with oncologists and other members of the extended cancer care community in a designated geography. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio. - Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainment. - Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement. - Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite). - Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives). - Identify trends through analytics, regular data reviews and non-traditional, less obvious data sources; leverage to drive sales, enhance customer experience, and plan for long-term opportunities. - Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments. - Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions. - Educate and pull through reimbursement and billing services at local level. - Interact with key stakeholders using skill and political savvy: including c-suite, oncologists, pathologists, urologists, admin etc., National Accounts. - Conduct thorough customer analysis by identifying key pieces of information and using available tools to identify potential new business opportunities (Salesforce.com, Power BI, Definitive Healthcare, Hospital Compare, etc.). - Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth. - Build and maintain positive relationships with key day-to-day customer contacts. - Develop clear, concise, and compelling communication plans and customize messages to meet audience needs. - Develop effective sales presentations, respond to difficult questions and overcome customer objections utilizing contingency plans. - Create clear and concise presentations addressing complex issues; takes action to evaluate whether key messages were received and understood. - Negotiate with customers to achieve buy-in and alignment with account plans. - Negotiate alignment between Foundation Medicine and customers to meet account objectives. - Develop new or unique approaches to address and effectively prioritize new business opportunities and develop action plans to pursue accounts. - Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers. - Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business. - Monitor and adhere to timelines for plan, adjust based on changing customer or business needs. - Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans. - Integrate strong knowledge of brand strategy, trends, and performance information into customer plans. - Integrate relevant competitor information into account plans and presentations. - Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue. - Conduct comprehensive analysis of Foundation Medicine’s, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT). - Use data analysis results from multiple sources to develop and/or adjust account plans and fact-based sales presentations. - Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time. - Other duties as assigned. Qualifications - Basic Qualifications: - Bachelor’s Degree or equivalent experience. - 6+ years of direct selling diagnostics or life science focusing on the hospital and physician office lab market or equivalent years working in a complex clinical setting working with physicians and patients. - History of proven results and successful performance, including achievement of sales plan. - Lives within 50 miles of defined workload center of territory/accounts. - Commitment to travel within defined territory. - Preferred Qualifications: - 8+ years of direct selling experience in diagnostics or life sciences focusing on the hospital and physician lab market. - Oncology and/or molecular diagnostic experience. - Accurate forecasting capabilities throughout the sales cycle. - CRM proficiency: Salesforce.com beneficial. - Proficient with MS Office (e.g., Word, Excel, and PowerPoint). - Familiarity with different sales techniques and pipeline management. - Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology. - Demonstrated track record of success with customers within the defined territory. - Demonstrated attention to detail and strong organizational skills. - Demonstrated experience handling multiple tasks at once. Requirements - Ability to access priorities and mobilize a strategic plan. - Work independently as well as collaborate with peers in a fast-paced and cross-functional team environment. - Work well under pressure while maintaining a professional demeanor. - Adapt to changing procedures, policies, and work environment. - Exceptional communication and consultative skills to employ solutions-based selling. - Excellent listening, verbal and written communication skills. - Strong negotiation skills. - Understanding of HIPAA and importance of privacy of patient data. - Commitment to FMI values: Integrity, Courage, and Passion. Benefits - The expected salary range for this position based on the primary location of Remote is $133,920 - $175,700 per year. - The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.