Help us change lives
At Exact Sciences, we’re helping change how the world prevents, detects and guides treatment for cancer. We give patients and clinicians the clarity needed to make confident decisions when they matter most. Join our team to find a purpose-driven career, an inclusive culture, and robust benefits to support _your_ life while you’re working to help others.
Position Overview
At Exact Sciences, we are cancer fighters. We are united by our mission to change lives by providing earlier, smarter answers. Through advances in cancer detection and treatment guidance, we will help eradicate the disease and the suffering it causes. The Sr. Screening Specialist, Inside Sales plays an important role in supporting the commercial organization by driving product growth through consistently demonstrated exceptional virtual selling skills and quality customer interactions to meet sales goals and deliver diagnostic solutions to the healthcare community by establishing the urgency to screen for Colorectal Cancer (CRC) and improving patient outcomes. This role will work closely with the assigned area team to complement the activities and sales objectives for the area.
This is a fully onsite role in Madison, WI, with relocation assistance potentially available if needed. Enjoy access to amenities including a cafeteria, coffee shop, fitness center, and ergonomic workstations. We're currently targeting a August 24th start date.
Essential Duties
Include, but are not limited to, the following:
- Activate healthcare providers, clinical professionals, and health system stakeholders by investigating leads, adept at consistently analyzing insights and business opportunities to uncover potential new business
Generate deep insight into local healthcare ecosystems and market landscape to identify opportunities to enhance the system of care and deliver improved patient outcomes through integration of Exact Science’s solutions.
- Analyze the patient journey at various local systems of care to identify account opportunities and work with HCPs to improve clinical decision making and deliver better patient and population health outcomes in the context of EXAS future pipelines.
- Build a network of relationships, including clinical stakeholders and administrators, within accounts to gain insight into local healthcare systems’ priorities and unmet needs of clinicians and patients. Diligently catalogue customer insights and information via the Customer Relationship Management (CRM) database, including point of contact (POC) information, sales call activities, market intelligence, funnel development and other data points.
- Synthesize data from a range of formal and informal sources to understand the evolving and dynamic local care system, leveraging available tools and resources such as Engage (CRM), Excel, Tableau and available research to make a strategic business plan and execute data-driven decisions on account potential and opportunities to propel the customer along the sales continue, drive utilization of Exact Sciences’ products, and amplify impact.
- Role model ability to work collaboratively with commercial team and cross functional partners to execute business imperatives and support customers’ education, resource needs and use of Exact Sciences’ products and solutions. Ability to proactively identify and provide solutions which benefit the healthcare market’s goals and initiatives.
- Proactive willingness and exceptional ability to participate in local and non-local ancillary selling activities, including but not limited to: customer-facing conferences and/or patient fairs.
Develop and implement business and account plans to increase the visibility and awareness of the Company’s products and maximize opportunities and sales growth.
- Proactive creation of strong strategic business and account plans based on strategic business goals and opportunities to drive use and acceptance of Cologuard and other Exact Sciences solutions to enhance clinical decision making and the effectiveness of the system of care.
- Demonstrates effective execution business and customer plans to facilitate tailored customer engagements, which evaluate and address customer needs, and position Exact Sciences’ products and resources as a solution. Successfully propel individual and organized customers along the selling continuum, as documented by consistent attainment of sales metrics.
- Ability to navigate and maximize all available resources including internal stakeholders and partners, marketing collateral, technological platforms, and educational resources.
- Inform, educate and enable target physician and stakeholder groups about Exact Sciences products and value propositions to equip them to make informed decisions about treatment choices and patient resources and highlight the importance of screening to the customer, drawing on approved clinical studies and marketing aids.
- Builds connections and creates interactions to support customers’ long-term collaboration with Exact Sciences and use of Exact Sciences’ products and resources.
Leads the successful implementation of account plans through collaboration and coordination with key internal stakeholders to develop and execute strategies, enhance customers satisfaction, improve patient outcomes and business opportunities for Exact Sciences.
- Enables execution of targeted tactics to deliver business goals in coordination and orchestration with a wider range of internal cross-functional stakeholders, including Sales, Marketing, Sales Operations and Internal Support.
- Communicates a clear and compelling description of customer needs and opportunities to internal stakeholders and partners to mobilize resources and shape solutions to address current and future customer needs.
- Ensures that the team conducts business to the highest ethical and professional standards, consistent with Extract Sciences guidelines and policies and regulatory requirements and upholding the company mission and core values of accountability, innovation, integrity, quality and teamwork.
- Ability to quickly pivot to evolving strategic imperatives based on local business needs and insights.
- Proactively and professionally identify and communicate resource needs to leadership and internal stakeholders, while providing solutions.
Proven leadership ability, which consistently benefits immediate team through success with customers and sales metrics, proactive sharing of learnings and best practices, proactive contributions to team, consistent contributions to organization’s culture, and being an exceptional role model in all situations
- Ability and willingness to mentor others as needed. Ability to model for colleagues best practices across all role functions and work remits.
- Engagement with ancillary leadership and culture-building opportunities, which may include but are not limited to: department leadership and champion roles and/or company-sponsored colleague resource groups and communities.
- Proven ability and willingness to consistently to create and participate in training.
- Proven ability to support departmental transitions and model professional behaviors and attitude during change.
- Strong ability to sell virtually using remote sales tools, while optimizing appropriate resources.
- Proactively solicit, catalogue and communicate useful customer information and data, including but not limited to: hierarchy/structure/organization, goals/priorities, opportunities, needs, personnel, contact information, clinical influences and customer impact in the broader healthcare community.
- Proactively identify and communicate opportunities and obstacles for ES products in the assigned healthcare community/geography.
- Create access to customers and stakeholders through a compelling value proposition in alignment with customers’ goals and needs.
- Make consistently strong telephonic and virtual sales presentations to multiple decision-makers within a variety of healthcare facilities.
- Ability to model and conduct office onboarding, and quickly pivot to clinical selling message, while astutely creating on-going opportunities for connection between customer and Exact Sciences.
- Review, create and implement strategic sales reports as necessary.
- Conduct business to the highest ethical and professional standards, consistent with Extract Sciences guidelines and policies and regulatory requirements and upholding the company mission and core values of accountability, innovation, integrity, quality, and teamwork. Support peer group through consistent modeling of core values and professional behaviors.
- Strong verbal and written communication skills including strong questioning and listening skills.
- Confident, professional, and creditable presence. Demonstrates professionalism in the workplace.
- Strong presentation skills; consistently demonstrates proficiency to convey concepts in a clear, concise, and professional manner through telephone and virtual interactions.
- Excellent interpersonal, time management and organizational skills.
- Role model best practices and demonstrates ability to consistently achieve sales priorities.
- Effective organizational and proactive problem-solving skills. Consistently communicates actionable insights and solutions with leadership and internal stakeholders.
- Ability to work successfully in an environment of complexity and ambiguity.
- Productively and proactively contributes to and is a role model in a team environment, while demonstrating ability to manage workload and priorities independently.
- Ability to produce exceptional work within a fast-paced, multi-tasking, entrepreneurial and dynamic healthcare landscape, and demonstrate this with colleagues and peers.
- Support and comply with the company’s Quality Management System policies and procedures.
- Maintain regular and reliable attendance both onsite and virtually, in accordance with current policy.
- Demonstrated role model for workplace code of conduct, including but not limited to: professional standards of dress, behavior, language, communication and attitude.
- Ability to act with an inclusion mindset and model these behaviors for the organization.
- Ability to work designated schedule in alignment with customers’ needs and opportunities
- Ability to work nights and/or weekends, as needed.
- Ability to work on a mobile device, tablet, or in front of a computer screen and/or perform typing for approximately 90% of a typical working day.
- Ability to work on a computer and phone simultaneously.
- Ability to travel locally, up to 10% of time based on business needs.
Minimum Qualifications
- Bachelor's degree Sales, Business Management, Marketing or, Science, or any other related field or 4 years relevant experience in lieu of degree.
- Meets current criteria and considerations for in-role promotion, including but not limited to time and success in role as a Screening Specialist.
- Proficiency in MS Excel, Word, Outlook and Customer Relationship Management (CRM) tool.
- Demonstrated ability to perform the essential duties of the position with or without accommodation.
- Authorization to work in the United States without sponsorship.
Preferred Qualifications
- Previous Exact Sciences sales, inside sale or account management experience.
- Expertise in computer technology that is specific to virtual sales.
- Experience in sales of medical devices or diagnostics.
- Clinical background (education or experience) and/or working in the healthcare space.
- Experience working with clinicians, health system administrators and/or healthcare community.
- Background in commissioned, tangible product sales.
- Ability to listen empathetically, understand information presented by people with different communication styles and different points of view, and mediate disagreements.
- Effective organizational and proactive problem-solving skills.
- Ability to work confidently in an environment of complexity and ambiguity.
- Ability to create value for others through the presentation of new processes and concepts.
- Able to productively and proactively contribute to a team environment, while demonstrating ability to manage workload and priorities independently.
- Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.
- Ability to work on telephone and on a computer simultaneously.
