Exact Sciences

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Associate Director - Strategic Accounts

at Exact Sciences

Posted: 10/1/2019
Job Reference #: 4163

Job Description

  • Job LocationsUS-Remote | US-DC-Washington | US-MD-Baltimore
    Req No.
    2019-4163
    Category
    Sales
    Type
    Regular Full-Time
  • Summary of Major Responsibilities

    The Associate Director, National Accounts is responsible for leading a team of Strategic Account Managers (SAMs) within the US to expand patient access to Cologuard® by forming partnerships within regional and national health systems. The Associate Director, Strategic Accounts will recruit, train, coach, lead and provide performance management for a team of SAMs. The Associate Director, Strategic Accounts is responsible for the overall business and driving adoption of Cologuard in regional IDNs, and healthcare delivery systems They will be responsible for the development of relationships, securing Cologuard on clinical guidelines/policy, facilitating cross-functional implementation and leading collaborative field pull through activity planning (including sales, education, marketing, etc.).

    Essential Duties and Responsibilities

    • Successfully manage strategic account management sales force including the recruitment and selection of highly qualified strategic account managers, ensuring effective training and development and providing coaching and ongoing performance management of the team
    • Manage the strategic account management sales, budget and revenue targets and maintain ongoing reporting of progress with management team
    • Assist in defining strategy for regional IDNs, and healthcare delivery systems. for market access and utilization of Cologuard and other potential additions to the promotional portfolio
    • Establish relationships with high priority decision makers, Key Opinion Leaders, C-Suite, procurement teams, laboratory personnel, etc. to facilitate access to Cologuard and influence/change to CRC screening protocols
    • Develop comprehensive pull-through tactical plans with all appropriate commercial personnel, Business Directors, local leadership teams and their direct reports (AM's and PMR's)
    • Utilize detailed dashboards and CRM to highlight performance to predetermined revenue/access metrics
    • Maintain a thorough understanding of the diagnostic market place and CRC screening competitive intelligence
    • Works collaboratively with cross-functional team to uncover opportunities, and/or uncover underlying or unexpressed clinical/customer needs
    • Conducts regular business reviews with each SAM and at least bi-annual performance reviews to monitor progress against goals, compliance, and career development
    • Create business plans including, but not limited to opportunity development, strategic account targeting and planning and developing competitive strategies to successfully meet sales goals
    • Collect ongoing customer insights, market trends & competitive data and communicate to management, service, medical affairs and marketing teams
    • Ensures key stakeholders; marketing, lab, medical affairs, market access, and operations, are fully briefed and aligned on relevant business opportunities
    • Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork
    • Support and comply with the company’s Quality Management System policies and procedures
    • Regular and reliable attendance
    • Ability to work normal schedule of Monday through Friday during normal business hours
    • Ability to lift up to 10 pounds for approximately 10% of a typical working day
    • Ability to work seated for approximately 80% of a typical working day; Ability to work standing for approximately 20% of a typical working day
    • Ability to work in front of a computer screen and/or perform typing for approximately 80% of a typical working day
    • Ability to travel approximately 60% of working time

    Qualifications

    Minimum Qualifications

    • Bachelor's degree in Sales/Marketing or any related business field
    • Experience in successfully navigating access and selling in health systems, hospitals, ACOs, and academic institutions
    • 8+ years of sales and/or marketing experience in the healthcare space, such as the diagnostic, surgical or pharmaceutical verticals, demonstrating progressively increasing responsibilities or scope
    • 5+ years of demonstrated success in sales leadership, of either national/regional accounts or first line leadership and ability to work across matrix partners to align objectives and execute business plans
    • Must possess strong analytical skills, effective account management
    • Must be self-directed; acting as a change agent and as such have results orientation, with an ability to work independently and make decisions in a dynamic environment dealing with internal and external issues
    • Demonstrated ability to effectively prioritize and manage time and multiple projects across an array of customer types
    • Effective presentation skills; able to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact
    • Authorization to work in the United States without sponsorship
    • Demonstrated ability to perform the Essential Duties of the position with or without accommodation
    • Possession of a valid driver's license, no more than two moving violations in the past 36 months, and no unresolved license revocation or suspension issues
    • Maintenance of automobile insurance to satisfy any applicable state or local requirements with liability limits of at least $250,000 per person, $500,000 per accident, and $100,000 in property damage per accident (250/500/100)

    Preferred Qualifications

    • Experience working within an institution setting and/or account management experience working with C-Suite (CEO, CCO, CFO, Medical Director, etc.)
    • Experience in business development with a proven track record of success
    • Experience in the laboratory industry and/or gastroenterology and molecular diagnostics
    • Experience in project management with strong analytical skills
    • Ability to work in team environment to achieve success
    • MBA or Master’s degree

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    We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, creed, disability, gender identity, national origin, protected veteran status, race, religion, sex, sexual orientation, and any other status protected by applicable local, state or federal law. Applicable portions of the Company’s affirmative action program are available to any applicant or employee for inspection upon request.