Territory Sales Executive, Tampa

As a Territory Sales Executive at Tempus, your primary responsibilities include driving business growth by forming strategic partnerships with major cancer centers and oncology practices. You'll develop detailed plans for client acquisition and retention, coordinate efforts with various sales teams, and monitor performance to meet sales objectives. Your role will also require you to analyze trends in the competitive landscape, engage in consultative selling, and effectively communicate Tempus' innovative molecular diagnostics solutions.

To qualify for the Territory Sales Executive position at Tempus, candidates should have a B.S. in life science, biology, business, or marketing, with an MBA preferred. Additionally, 2-3 years of account management experience in a molecular diagnostic setting is required, along with 3-5 years of experience working with major cancer centers. Candidates should demonstrate a proven track record of revenue generation in relevant fields and possess strong communication, negotiation, and strategic planning skills.

The sales process for a Territory Sales Executive at Tempus involves engaging in a consultative approach where you identify the unique needs of potential clients and align them with Tempus' innovative solutions. This includes conducting presentations, negotiating contracts, and following up to ensure customer satisfaction. The role also involves leveraging existing relationships and building new ones with key opinion leaders within the oncology community to facilitate partnerships.

As a Territory Sales Executive at Tempus, you can expect to travel frequently—over 50% of the time—to engage with clients and partners throughout your designated territory. This travel is essential for building relationships, delivering presentations, and attending industry events, ensuring you stay connected with the pulse of the oncology market and continuously foster collaboration.

Successful Territory Sales Executives at Tempus possess a blend of technical knowledge and sales expertise. Key skills include a solid understanding of molecular diagnostics, exceptional communication and interpersonal abilities, and strategic account planning. Proficiency in CRM tools like Salesforce and Microsoft Office products, particularly Excel and PowerPoint, is also crucial for managing sales processes and presentations effectively.

When discussing your experience, focus on specific instances where you've successfully engaged with C-suite executives. Highlight how you identified their needs, overcame objections, and presented tailored solutions that addressed their specific challenges and goals. It's also beneficial to touch on your understanding of the healthcare market and how it informs your sales strategy.

To answer this question, emphasize your relationship-building strategies, such as conducting thorough research on each potential client, understanding their unique needs, and establishing trust through transparent communication. Share specific techniques like scheduling face-to-face meetings, attending networking events, or following up promptly after initial contact to nurture these relationships.

When discussing your competitive analysis strategies, mention techniques such as market research, competitor benchmarking, and customer feedback collection. Explain how you turn these insights into actionable strategies to position Tempus effectively in the marketplace and address client concerns with well-informed solutions.

Use the STAR method (Situation, Task, Action, Result) to describe a specific challenge. Clearly outline the context, what was at stake, the actions you took to resolve the issue, and the positive outcome that followed. This demonstrates your problem-solving skills and resilience under pressure.

Highlight your organizational skills and tools you use, such as CRM systems like Salesforce to track interactions and deadlines. Share your methods for prioritizing tasks, setting reminders for follow-ups, and using spreadsheets or project management software to keep account details and action items easily accessible.

This is your chance to showcase your research. Discuss Tempus' commitment to transforming healthcare through advanced technology and precision medicine. Mention specific products or services offered, like their sequencing technology and how it improves patient care. Showing genuine enthusiasm for Tempus' mission will resonate positively during the interview.

When answering this question, recount a specific contract negotiation where you successfully navigated challenges, understood the opposing party's needs, and reached a mutually beneficial agreement. Outline your approach—such as preparing thoroughly, listening actively, and maintaining a solutions-oriented mindset—to illustrate your negotiation skills.

Emphasize the importance of data in driving informed decisions. Discuss how you analyze sales metrics, customer feedback, and market trends to refine your strategy, identify new opportunities, and measure performance against your sales goals. Sharing real examples of how data helped you adjust your tactics will provide insight into your analytical skills.

Describe your preparation process for presentations, including research on the client, customizing content to address their specific needs, and using engaging visuals to support your message. Stress the importance of practicing delivery and seeking feedback afterward to continuously improve your presentation skills.

When answering this question, express your passion for the personalized medicine industry and how Tempus aligns with your career goals. Highlight specific aspects of the company's mission, innovative solutions, and values that resonate with you, and explain how your skills and experiences make you a perfect fit to contribute to their success.