Pathology Solutions Director

Summary

Join Tempus as the Director of Pathology Solutions and lead strategic sales efforts across a defined geographical area (10-15 states). You will build collaborative relationships with key pathology stakeholders, develop and implement area-specific business plans, and align internal teams for successful execution. This role requires developing tailored account strategies addressing the unique needs of pathology departments, fostering strategic collaboration to support their goals, and complementing the oncology clinical testing team's efforts. Success demands a collaborative and results-driven approach to establish and maintain strong relationships with pathology groups. You will drive the adoption and expansion of Tempus offerings within the pathology space, identifying opportunities for growth and collaboration. The position requires deep domain expertise in the diagnostic services industry, strong consultative selling skills, and experience in complex sales environments.

Requirements

• Deep Domain Expertise: Strong knowledge of the diagnostic services industry, with emphasis on molecular diagnostics, genomics, biotechnology, and oncology; molecular diagnostic experience is strongly preferred
• Consultative Selling Skills: Proven ability to engage in a consultative sales process, connecting client needs with solutions, overcoming objections, and consistently closing deals throughout the sales cycle
• Experience in Complex Sales: Demonstrated success in selling within complex environments, particularly oncology-based tests and services, to pathology and clinical oncology communities
• Strategic Account Management: Expertise in strategic planning, sales strategy development, and tactical implementation, including tailored account strategies
• Cross-Functional Collaboration: Ability to develop and leverage cross-functional relationships to accomplish organizational goals and objectives
• Business and Financial Acumen: Understanding of the financial dynamics of commercial organizations, including the payor and reimbursement environment in oncology and diagnostics
• Executive-Level Engagement: Experience and comfort in engaging with executive-level stakeholders (e.g., CEOs, COOs, CFOs) to drive business outcomes
• Independent Work Ethic: Self-starter with strong organizational skills, able to manage multiple priorities, meet deadlines, and work independently
• Technical Proficiency: Proficient in Microsoft Office, particularly Excel and PowerPoint, with effective use of Salesforce.com for managing business activities
• Advanced Communication and Presentation Skills: Superior written, oral, and presentation abilities, with a focus on clarity and professionalism
• Problem-Solving and Innovation: Strong decision-making and problem-solving skills, enabling innovative solutions and adaptability in dynamic environments
• Travel Flexibility: Willingness and ability to travel frequently (~50%) within the assigned territory
• 5+ years’ experience in a relevant industry/commercial environment (pathology, oncology, diagnostics, research products)
• Bachelor’s degree required
• A track record of success throughout sales career

Responsibilities

• Drive the adoption and expansion of Tempus offerings within the pathology space, identifying opportunities for growth and collaboration
• Build strategic relationships through pathology departments, concentrating on precision medicine turnkey solutions that foster stronger relationships between Tempus and pathology departments
• Successfully implement digital pathology solutions and other processes into pathology departments to enable adoption and successful utilization of products and services that deliver results
• Work closely and collaboratively with Tempus' oncology sales leaders to align pathology solutions with overarching growth strategies
• Utilize oncology market understanding and experience while discussing the healthcare payer environment and its impact on physicians and ancillary providers
• Build strong relationships with KOLs in the pathology market to effectively collaborate on present and future pathology opportunities such as research and product development
• Collaborate with cross-functional teams to integrate Tempus solutions seamlessly into pathology workflows
• Provide guidance on the implementation of assays and tools to optimize pathology processes
• Demonstrate "core" level knowledge of anatomical pathology, technology solutions and competitive strategies
• Oversee the development and delivery of educational programs for pathologists on the effective use of Tempus solutions
• Serve as an executive support resource to ensure pathologists maximize the benefits of Tempus technology
• Build and maintain in-depth knowledge of Tempus products and solutions to effectively communicate their value to pathologists
• Stay abreast of advancements in pathology technology, assays, and tools

Benefits

• Incentive compensation
• Restricted stock units
• Medical and other benefits