Position Overview
As a Director, you will be responsible for creating and implementing the optimal strategy for engaging and leveraging the Precision Oncology portfolio across the target customer groups identified as well as leading the account team. Specifically, you will lead a team of account leaders who are focused on partnering and selling to key cancer centers utilizing our Precision Oncology Portfolio, which could include Oncotype DX, OncoDetect (Molecular Residual Disease), OncoExtra (Comprehensive Genetic Profiling) & RiskGuard (Hereditary Cancer Testing). You will also have a direct accountability for selecting the optimal mix of strategic accounts among national groups and oncology groups.
The main focus of responsibilities include Oncology Sales and Commercial Leadership, developing and executing detailed strategic value based plans, business planning and execution, project management, people development, and communication. In addition, the Director is expected to collaborate with a cross functional team including Field Sales Directors, Screening Account team members, Project Managers, Medical Affairs, Reimbursement/Market Access, Marketing, Analytics, Contracting/Compliance/Privacy, and IT technology. The Director will continually develop the skills of individuals within their team and ensure that their region produces sales volume at or above the assigned region sales goals.
This position is field based.
Essential Duties
- Develop and nurture a strong network of contacts and relationships across strategic account organizations and health systems; including the C-suite executive level; understand the key players in those organizations, along with their critical success factors, and skillfully influence those players to drive specific business objectives.
- Influence national strategic organizations and health systems to implement positive positioning and implementation of Precision Oncology services that will drive product adoption, revenue, and profit objectives for Exact Sciences.
- Stay connected to and informed of the global changes in health care reimbursement and delivery systems with the ability to interpret and present to Exact Sciences the impact of these changes on the organization and provide suggested solutions and strategies to adapt to these changes.
- Develop a National Strategy that will drive the account-based business plans and leverage the capabilities from our enabling functions; including, but not limited to, Medical Affairs, IT, Market Access, and Sales Operations & analytics.
- Negotiate the complexities associated within the Strategic Market environment and offer customers a unique perspective on their business and solutions that address their critical success factors.
- Provide information critical to accomplishing the Precision Oncology mission to all parties involved.
- Provide direct feedback to individuals so they can make accurate decisions at all levels of the company (national, regional & area teams).
- Partner with Market Access, Marketing, Sales, and Sales Management and involve them in strategic planning and execution of those plans regarding coverage, strategic account driven adoption, and account and market opportunities.
- Serve as a liaison to upper level management; including, but not limited to, sales directors, marketing directors, and strategic planning.
- Plan and oversee Strategic Accounts budget to ensure optimal investment of financial resources and effective prioritization of costs.
- Be well informed on relevant disease states, competition, and outside influences that impact our business; identify emerging opportunities that benefit our business.
- Ensure compliance with corporate policies and procedures and applicable legal standards and requirements.
- Participate, collaborate, and be a key contributor on various cross-functional committees; such as Incentive Compensation, Marketing, etc.
- Take initiative and provide feedback when addressing issues, opportunities, and challenges that pertain to corporate goal attainment.
- Develop meaningful and productive relationships with applicable Key Opinion Leaders (KOLs).
- Develop, present, and execute a comprehensive strategic business plan including performance metrics and management oversight.
- Implement the plan and provide feedback, track, and make adjustments to meet revenue and budget targets.
- Identify ethical, innovative, customer-oriented ideas in response to changing markets.
- Participate and/or lead special sub-teams critical to our success; including strategy, Managed Care, contracting, pricing, business development, patient advocacy, competitive analysis, quality assurance, etc.
- Supervise staff; including, but not limited to, organize and prioritize work, write/conduct performance reviews, train/develop, and manage work performance.
- Communicate goals clearly to employees to ensure understanding and success in achieving them.
- Motivate and inspire employees to do their best work through coaching.
- Maintain morale and support employee engagement initiatives.
- Lead in the areas of hiring, training, counseling, coaching, and developing team members.
- Manage performance through honesty and integrity; commitment to the support and development of their team; recognize and reward those that are doing the right things and offer avid support to those in need.
- Mentor and develop account managers for further career advancement as appropriate, recognizing, and capitalizing on their individual strengths and contributions.
- Support budgets and projects that require involvement of people in multiple departments, as well as simultaneous complex tasks to meet deadlines.
- Support open communication and use managerial courage to communicate expectations; solicit feedback on their own performance on a regular basis to insure the highest quality of leadership through continuous learning.
- Effectively communicate to senior executives to build awareness of all key issues related to their area of responsibility; provide information critical to accomplishing the Exact Sciences mission to all parties involved in the Sales and Access of our products; such as the Marketing and Billing/Reimbursement teams.
- 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.
- Strong communicator with ability to maintain open communication with internal employees, managers, and customers as needed.
- Regular and reliable attendance.
- Occasional lifting (greater than 25 pounds) may be necessary.
- Ability to work on a mobile device, tablet, or in front of a computer screen and/or perform typing for approximately 75% of a typical working day.
- Ability to travel 75% of working time away from work location, including overnight/weekend travel.
