Senior Business Development Director, MRD Strategy

Passionate about precision medicine and advancing the healthcare industry?

Recent advancements in underlying technology have finally made it possible for AI to impact clinical care in a meaningful way. Tempus' proprietary platform connects an entire ecosystem of real-world evidence to deliver real-time, actionable insights to physicians, providing critical information about the right treatments for the right patients, at the right time.

Tempus is seeking a Senior Director, MRD Strategy to lead our Minimal Residual Disease, MRD, sales efforts and help support the strategy across our new MRD sales team. This leader will be responsible for building and executing a scalable sales strategy to accelerate adoption of our MRD product portfolio within the oncology community. While the M-CAEs (sales representatives) will continue reporting to their respective RSMs that roll up to the VP of Oncology Sales, this Sr. Director will be a key partner in shaping their sales behaviors. By leveraging deep industry expertise and cross-functional collaboration, this individual will drive market expansion and establish Tempus as a leader in MRD testing.

Responsibilities:

• Lead and drive the MRD sales strategy and efforts across the MRD Clinical Account Executive team and broader oncology sales team.
• Manage business results, sales activities, and strategic collaborations for the MRD team.
• Make day-to-day decisions required to manage the MRD business function, including deploying resources, allocating costs, and directing business activities.
• Develop comprehensive business plans for MRD sales.
• Apply analytical rigor to assess relevant information (account knowledge, market intelligence, environmental factors, political landscape) to problem-solve and develop solutions to challenges faced in the field.
• Align initiatives with strategic objectives, resource constraints, and organizational values.
• Maintain key customer relationships with high-priority accounts across the MRD area; develop business solutions that are mutually beneficial.
• Plan and conduct sales meetings to inform and convey existing and new product knowledge and applications, and enhance and develop sales and business skills.
• Maintain a high level of product and market knowledge.
• Identify contracting opportunities with academic medical centers, large cancer centers, health systems, and other strategically important key accounts.
• Oversee the management of Tempus’s CRM solution for the MRD team.
• Develop account executive’s skills to drive sales execution.
• Support internal department sales-facing initiatives such as marketing, sales operations, customer success, and product development.
• Collaborate with the sales leaders to help select, hire, train and develop MCAE’s
• Work collaboratively with cross-functional partners to access resources and maximize outcomes.
• Drive sales enablement through utilization of CRM and data analytics platform to drive sales behaviors, strategy, and process.

Required Skills:

• Deep domain knowledge of the Diagnostic Services industry, with a strong preference for Molecular Diagnostic experience.
• Experience selling Oncology-based tests and services into the Pathology and/or Oncology clinical communities.
• Experience within complex selling environments.
• Demonstrated success in recruiting, hiring, developing, and retaining talent.
• Ability to prioritize and align organizational goals and objectives; enable innovation.
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with Tempus’s capabilities.
• Comfortable selling at the executive level (CEO, COO, CFO).
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space.
• Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks while managing critical deadlines.
• Problem-solving, decision-making, and technical learning.
• Advanced written and oral communication skills.
• Strong administrative skills and sophistication to manage business in complex environments.
• Knowledge and application of strategic planning, sales strategy development, and tactical implementation.
• Experience and understanding of managing the financial dynamics of a commercial organization.
• Expertise in healthcare with an emphasis on molecular diagnostics, genomics, biotechnology, pharmaceuticals, and oncology.
• Superior listening and problem-solving skills.
• Ability to handle sensitive information and maintain a very high level of confidentiality.
• Demonstrate consistent closing abilities throughout the sales cycle.
• Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change.
• Impeccable oral and verbal communication and presentation skills.
• Proficiency with all Microsoft Office products – particularly Excel and PowerPoint.
• Effective and regular utilization of Salesforce.com.
• Advanced presentation skills and business acumen.
• Demonstrate Tempus’ Values by acting with integrity, respect, and trust, and representing our company culture at all times to external and internal constituents.
• Frequent travel (~50%) throughout the territory as needed.

Required Education and Experience:

• 6 years of experience in a relevant industry/commercial environment (pharmaceutical, diagnostics, research products) as a sales leader, managing a team of sales managers and sales representatives.
• Bachelor’s degree required, MBA preferred.
• A track record of success in a management role.

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