The Clinical Oncology Account Manager is responsible for managing existing outpatient oncology business and closing new upsell oncology business in the outpatient community oncology setting; community oncology, health system outpatient oncology centers, and academic outpatient cancer centers. The Clinical Oncology Account Managers work in close cooperation with precision oncology account executives, oncology business development executives, hospital account executives to support the collaborative selling model. Clinical Oncology Account Managers will focus on delivering total office calls to the entire oncology account; providers, nursing, lab, administrative, and support staff. Clinical Oncology Account Managers will be well versed in hematology and oncology disease states and clinical care workflows to support the outpatient oncology centers.
This is a field-based sales position.
Responsibilities- Retain and grow oncology centers through identifying health plan leakage and up-selling the advanced oncology portfolio.
- Collaborate with the cancer center, medical affairs, pathologists to develop hematology and oncology clinical workflows to support the cancer center.
- Collaborate with precision oncology account executives, oncology business development executives, hospital account executives to support the collaborative selling model
- Establish and strengthen support staff, lab managers, and HCP relationships with prospective customers within existing and new oncology accounts.
- Develop and execute access strategy for reach and frequency to oncology practice leadership; medical oncologists, hematologists, physicians, lab leadership, advanced access providers and support staff.
- Achieve call reach and frequency goals and targeting initiatives.
- Conduct quarterly clinical business reviews with oncology practices; include key matrix team members.
- Maintain and utilize Rx Vantage to support access to oncology practices.
- Identify, secure funding, and staff oncology regional exhibits including Oncology Nursing Society (if applicable in the market).
- Develop and maintain a business plan to retain and grow existing oncology book of business.
- Leverage resources including AMP pathologists, Oncology medical and Haystack Medical in person, virtual and conference meetings.
- Provide immediate customer support and collaborate with cross functional partners to resolve oncology customer service issues.
- Provide clinical, hematology (hematopathology) and advanced oncology subject matter expertise for associated specialty testing to provide support and solutions to oncology centers.
- Maintain and develop advanced oncology and hematology knowledge to support the oncology continuum of care and franchise portfolio. Specifically, knowledge of the oncology continuum of care for solid tumor and hematological malignancies.
- Conduct regular assessments of market dynamics, competitive landscape, and access barriers to identify opportunities and challenges.
- Maintain knowledge of Quest testing codes for the oncology continuum of care.
- Maintain a breadth of knowledge of all connectivity products (i.e. e-orders, e-prescribe, Quanum, physician lab alerts, and oncology EMRs).
- Prepare and present oncology proposals and bids.
- Ensure compliance with company policies and government regulations.
- Complete all administrative tasks thoroughly and promptly.
Required Work Experience:
- Five or more years of sales experience in selling business to business with a history of documented sales success.
- Prior diagnostic or lab sales responsibility for closing new business and expanding existing relationships
- Prior experience managing large multi-million-dollar specialty accounts.
- Prior experience with product launches in diagnostics and or lab.
- Prior experience selling to HCPs and account decision makers; prefer competitive market experience.
- Prefer hematology and oncology experience in healthcare, laboratory and/or diagnostics sales selling to medical professionals
Knowledge and skills:
- Knowledge of Healthcare Industry and general economics of business.
- Ability to develop and sustain strong customer relationships; strong planning and organizational skills
- Deep understanding of oncology and hematology continuum of care.
- Excellent oral and written communication and presentation skills
- Solid PC skill including Microsoft Software.
Education
- Bachelor’s Degree Bachelor’s degree in Business, Marketing or the Life Sciences (Required)
- Master’s Degree (Preferred)
Licenses and Certifications
- Valid driver’s license (Required)
Work Requirements
- Travel Required
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About the Team Quest Diagnostics honors our service members and encourages veterans to apply.While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.
Skills Required
- Five or more years of sales experience in selling business to business with a history of documented sales success
- Prior diagnostic or lab sales responsibility for closing new business and expanding existing relationships
- Prior experience managing large multi-million-dollar specialty accounts
- Prior experience with product launches in diagnostics and/or lab
- Prior experience selling to HCPs and account decision makers; prefer competitive market experience
- Prefer hematology and oncology experience in healthcare, laboratory and/or diagnostics sales selling to medical professionals
What We Do
Quest Diagnostics (NYSE: DGX) empowers people to take action to improve health outcomes. Derived from the world's largest database of clinical lab results, our diagnostic insights reveal new avenues to identify and treat disease, inspire healthy behaviors and improve health care management. Quest annually serves one in three adult Americans and half the physicians and hospitals in the United States, and our 47,000 employees understand that, in the right hands and with the right context, our diagnostic insights can inspire actions that transform lives. The company offers physicians the broadest test menu (3,000+ tests), is a pioneer in developing innovative new tests, is the leader in cancer diagnostics, provides anatomic pathology (AP) services, & interpretive consultation through its medical & scientific staff of about 900 M.D.s & Ph.D.s. The company reported 2020 revenues of $9.44 billion. Quest Diagnostics offers the most extensive clinical testing network in the U.S., with laboratories in most major metropolitan areas, & in Mexico, the UK & India. The company also operates four esoteric laboratories, 40 outpatient AP laboratories, & 160 smaller, rapid-response laboratories. Patients may have specimens collected in any of the company’s approximately 2,250 patient service centers. On a typical workday, testing is performed for about 550,000 patients. Quest Diagnostics empowers healthcare organizations & clinicians with state-of-the-art connectivity solutions. The company is the leading provider of pre-employment drugs-of-abuse screening for employers & risk assessment services for the life insurance industry. It is the world’s 2nd largest provider of clinical trials testing for new pharmaceuticals. More information is available at www.questdiagnostics.com. Language Assistance / Non-Discrimination Notice Asistencia de Idiomas / Aviso de no Discriminación 語言協助 / 不歧視通知 www.QuestDiagnostics.com/home/nondiscrimination
