Strategic Account Manager - DMV

Hcyc Open · verified Sep 21, 2026

Baltimore Full-time Manager Account Management

At a glance

Mid-level Account Management role at Hcyc. Baltimore · full-time · $150,400–$188,000 base.

SalaryStated by Hcyc

$150,400 – $188,000

Base salary for this role, in USD per year, as published in the posting.

RoleAccount Management

SeniorityManager

LocationBaltimore

EmploymentFull-time

Base pay$150,400–$188,000

PostedAug 18, 2026 · 4w ago

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

Own sales results for FMI’s product portfolio across assigned strategic accounts
Build account plans from clinical, financial, reimbursement, regional, and competitive considerations
Grow relationships with health-system decision makers, oncologists, physicians, and other cancer-care stakeholders
Coordinate Account Executives, Customer Experience, Sales, Operations, and Payer teams around account execution
Travel through the assigned territory, address customer issues, and present account progress to leadership

What you bring

A bachelor’s degree or equivalent experience, plus at least six years selling directly in diagnostics or life sciences
Major-account and IDN experience, including complex account management, executive selling, and strategic planning
A record of meeting sales plans and influencing important customer decision makers
Residence in, or willingness to relocate to, the defined region near assigned accounts
Willingness to travel within the territory, potentially reaching most of your working time

Who this fits

You’ll suit this role if you can sell complex healthcare products, navigate IDNs and major accounts, and work with clinical and executive stakeholders. The role is field-based in the DMV region, requires local proximity to assigned accounts, and involves substantial territory travel. You’ll work across customer-facing and commercial teams while managing strategic accounts.

From the employer

About the Job:

The Strategic Account Manager is a field-based role with direct customer engagement delivering Foundation Medicine’s products and services to regionalized health systems, academic medical systems, integrated delivery networks and complex physician networks, while maintaining and driving new relationships. The position is responsible for driving sales volume for FMI’s products while cultivating relationships with oncologists and other members of the extended cancer care community in targeted Strategic accounts.

Key Responsibilities:

Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio
Manage and grow relationships with key decision makers within defined strategic accounts; maintain trust-based relationships that reinforce FMI as partner of choice
Identify and set account commercial strategies based on robust assessment of account, regional market, clinical, financial, and reimbursement considerations
Create and execute strategic account business plans that deliver comprehensive solutions to customers to drive engagement and systemic adoption of FMI portfolio. Pull-through of national strategies as appropriate (e.g., AMC, pathology, community)
Adapt plan to meet ongoing changes in landscape
Identify and execute contracting opportunities within defined accounts
Collaborate with Account Executives and Customer Experience Executive team members and ensure optimal pull-through of strategic account plan within SAM-led account networks, including specific coverage of child-level / satellite accounts and individual HCPs
Clearly define customer-level engagement plans within SAM account, including both separate/distinct customer engagement points (SAM only / AE only), and shared engagement points (e.g., clinical champion who plays both system-level decision influence role while actively managing patient cases and test/treatment decisions)
Educate and pull-through reimbursement and billing services at local level
Partner with Sales, Operations, Payer Team, and the broader commercial teams, to broaden and deepen strategic relationships
Conduct periodic strategy account plan review meetings to communicate strategies, milestones, accomplishments, and insights pertaining to accounts, with regional/area leadership (e.g., RSL and AD teams) and cross-functional customer-facing account team (e.g., AE and CEE teams)
Proactively identify and act upon industry trends, issues and challenges that impact long-term strategy and performance
Facilitate resolution of difficult issues with customer or senior management using skill and political savvy
Research potential customers’ business, including competitors, market share, long-term plans, financial performance, and industry trends to determine opportunity
Work with senior customer leaders to identify strategic business objectives and develop long-term account agreements
Collect relevant competitor information (brand strengths and weaknesses, share, go-to-market strategy, service options, pricing strategy, programs, points of differentiation, investment strategy) and integrate into business plans and presentations
Travel within assigned territory (daily) and to company meetings (bi-annually). Commitment to travel up to (90%) of time
Other duties as assigned
Comply with FMI's attendance policies

Qualifications:

Basic Qualifications:

Bachelor’s Degree or equivalent experience
6+ years of direct selling experience in the diagnostics or life sciences industry focusing on major accounts and IDNs or equivalent years working in a Complex clinical setting working with physicians and patients
Demonstrated track record of success managing complex key accounts and IDNs including influencing key decision makers, C-Suite selling, and strategic planning
History of proven results and successful performance, including achievement of sales plan
Lives within or commitment to live within defined region and centrally located to defined accounts
Commitment to travel within defined region

Preferred Qualifications:

Master’s degree in business or healthcare related field
10+ years of direct selling experience in diagnostics or life sciences
8+ years of demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology in complex systems
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 with customers within the defined territory
Demonstrated attention to detail and strong organizational skills
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
Proven negotiation skills working with contracts and key customer processes
Excellent listening, verbal and written communication skills
Demonstrated leadership, training, or coaching within the organization
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 $150,400 - $188,000 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.