Pipeline Solutions Leader

Pipeline Solutions Leader

Requirements

• Bachelor’s degree in sales, marketing, or field related to the essential duties of the job.
• 6+ years of sales and/or marketing experience in the healthcare space, such as diagnostics, surgical, or pharmaceutical verticals with progressively increasing responsibilities or scope to include leadership.
• Demonstrated ability to lead without authority; successfully navigate access and selling to C-Suite, medical, quality, pharmacy, purchasing, laboratories within health systems, hospitals, employers, and/or government accounts.
• Demonstrated comprehensive understanding and business knowledge of targeted customers and the evolving dynamics of healthcare and the institutional environment’s impact on their decision-making.
• Demonstrated high learning agility and successful cross-functional leadership skills.
• Proficient in Microsoft Office to include Excel, Word, PowerPoint, and Outlook.
• Possession of a valid driver’s license; no suspended, revoked, surrendered, invalid, etc. allowed.
• No more than two moving violations, events, or accidents within the last 36 months.
• No alcohol or drug event in which a vehicle was driven by the candidate or employee, including but not limited to Blood Alcohol Content (BAC) failure, refusal to submit to alcohol or drug test, alcohol related suspension, etc. in the last 36 months.
• No other results from the Motor Vehicle Report (MVR) check that exposes Exact Sciences to what Exact Sciences deems to be an unacceptable level of liability.
• Demonstrated ability to perform the essential duties of the position with or without accommodation.
• Authorization to work in the United States without sponsorship.

Responsibilities

• Lead customer-facing efforts in all phases of the market development lifecycle; including, but not limited to, incubate, mature, and scale.
• Align Exact Sciences objectives with customers’ objectives, appropriately ensuring Exact Sciences business goals are met.
• Partner cross-functionally within the internal and external organizations; including, but not limited to sales, commercial development, medical affairs, IT, project management/implementation, billing, operations, to develop and execute pull through plans and serve as the customer-facing leader for assigned accounts.
• Identify, develop, and maintain trusted relationships with all key decision makers to achieve favorable protocol adoption, and/or open access of screening portfolio.
• Engage targeted accounts and KOL’s to gather meaningful insights that will help inform internal product strategy and positioning within the marketplace.
• Establish mechanisms to monitor product utilization, market share, and other key performance metrics within assigned accounts.
• Negotiate product pricing and execute contracts for client-bill agreements.
• Develop and execute business plans at the account level and perform routine business reviews with assigned accounts, as well as internal Exact Sciences stakeholders, to ensure acceptance of products, performance, and maximization opportunities.
• Establish business plan objectives by product for targeted accounts within assigned geography; including, but not limited to, key tactical elements, budgets, and critical success factors.
• Build and maintain a funnel of opportunities within the assigned targeted accounts.
• Complete monthly to quarterly business reviews with targeted accounts.
• Maintain accurate and complete account profiles, call notes, and histories.
• Leverage company resources to provide the technical, clinical, and business expertise needed to deliver solutions that exceed customer expectations.
• Promote an open, collaborative environment built on trust to foster positive teamwork.
• Exceptional oral and written communication skills.
• Strong peer leadership skills and a high level of personal maturity.
• Incorporate a growth mindset demonstrating persistence and dedication to continuous self-improvement.
• Exceptional analytical skills and effective key account management skills.
• Self-starter with the ability to drive results with a high emphasis on quality.
• Ability to effectively prioritize and manage time and multiple projects across an array of customer types.
• Act as a change agent and be results-orientated.
• Ability to work independently and make decisions in a dynamic environment dealing with internal and external challenges.
• Apply effective presentation skills; ability to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact.
• Adaptable, open to change, and able to work in ambiguous situations with minimal direction and respond to new information and unexpected circumstances.
• 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.
• Maintain regular and reliable attendance.
• Ability to act with an inclusion mindset and model these behaviors for the organization.
• 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 travel 80% of working time away from work location, which will include overnight/weekend travel.

Preferred Qualifications

• Master’s degree in business administration or field related to the essential duties of the job.
• 1+ years of experience selling to health systems, hospitals, and academic institutions to include C-Suite.
• Large geography account management experience.
• Experience in oncology.
• Experience in leading and managing people.
• Experience in business development with a proven track record of success.
• Experience in contracting and negotiations and ability to manage the contracting process.
• Experience in biopharma, medical device, or laboratory industry; gastroenterology, and/or molecular diagnostics.
• Experience developing strategies within alternate channels including payers.
• Established rapport and relationships in assigned geographic area.
• Basic understanding of national accounts and hospital market; including, but not limited to, a strong knowledge of hospital and integrated system structure, decision-making processes, and the evolving healthcare environments.