National Accounts Lead

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At Exact Sciences, we're helpingchange 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

The National Accounts Lead is responsible for identifying, developing, negotiating, and implementing long term strategic business plans and contracts with our targeted accounts.This individual will develop and manage relationships with the executive-level decision makers for key Health Systems and organized customers. Within the assigned accounts the National Accounts Lead will be the primary point of contact for the customers, corporate office and senior leadership, will demonstrate a deep understanding and business knowledge of the targeted customers, as well as the evolving dynamics of healthcare and the market environment's impact on their decision-making.

This position is field based / remote.

Essential Duties

Include, but are not limited to, the following:

• Develop and maintain trusted relationships with all assigned key Health System and organized customer decision makers in order to achieve favorable protocol adoption, and/or open access to Exact Sciences screening products.
• Drive proactive identification of local, regional, and national needs and sponsor and deliver solutions to meet these customer needs.
• Drive a tech-first, and tech forward approach to creating innovative solutions with National customers including platform testing, productization solutions that will manage and drive collaborative partnerships.
• Drive proactive account strategy for how we will activate these accounts and drive accountability across states, markets, and Regions.Accountable for achievement of Exact Science goals and initiatives through assigned national accounts and other alternate channels developed through client agreements within assigned region.
• Accurately forecast sales volumes for assigned accounts based on pull through programs and market forces.
• Develop metrics for monitoring product utilization, market share and other key performance metrics within assigned accounts.
• Assist in the negotiation of contracts as required.
• Develop and execute business plans at the corporate level and perform routine business reviews with National Accounts, as well as internal Exact Sciences stakeholders, to ensure acceptance of products, performance, and maximization opportunities.
• Coordinate the business planning efforts of all internal stakeholders touching the assigned account by developing strategies and tactics and ensuring successful execution. Plans will establish financial and strategic objectives by product, including key tactical elements, budgets and critical success factors.
• Build and maintain a pipeline of opportunities within national customers.
• KOL development in coordination with Medical Affairs.
• Complete monthly to quarterly business reviews with targeted accounts.
• Lead team with pipeline development, proposals and account management including SAMs, AMs, and MAMs.
• Partner cross-functionally with external and internal organizations (IT, project management/implementation, billing, operations, field sales, internal sales, etc.) to lead and execute pull through plans and serve as the customer-facing leader for assigned accounts.
• Represent the customer voice to internal stakeholders including clinical, legal, sales, finance, marketing, laboratory, and operations.
• Maintain accurate and complete account profiles, call notes, and histories.
• Identify and utilize company resources to provide the technical, clinical, and business expertise to deliver solutions that exceed customer expectations.
• 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 challenges.
• Demonstrated ability to effectively prioritize and manage time and multiple projects across an array of customer types.
• Effective presentation skills with the ability to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact.
• Superior communication skills and excellent follow through.
• 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 60% of working time away from work location, may include overnight/weekend travel.

Minimum Qualifications

• Bachelor's Degree in sales, marketing or field as outlined in the essential duties.
• 10+ 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, including leadership.
• 3+ years of experience selling to health systems/hospitals/academic institutions, including C-Suite.
• 3+ years of experience in leading a team to successfully navigating access and selling to C-Suite, Medical, Quality, Pharmacy, Purchasing, Laboratories within health systems, hospitals, and/or government accounts.
• Strong peer leadership skills and a high level of personal maturity.
• Deep understanding of national accounts, care delivery market; including a strong knowledge of hospital and integrated system structure, decision-making processes, and the evolving healthcare environments.
• Strong analytical skills, and effective key account management.
• Demonstrated ability to effectively prioritize and manage time and multiple projects across an array of customer types.
• High learning agility and cross-functional leadership abilities.
• 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.
• Ability to meet any requirements set by healthcare facilities for access to those facilities (e.g. vaccination requirements, mask requirements, etc.).
• 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

• Master's Degree.
• Experience with Federal Sector including Veterans Administration.
• Experience in leading and managing people.
• Experience in business development with a proven track record of success.
• Experience in contracting and negotiations, and able to manage the contracting process.
• Experience in the laboratory industry and/or gastroenterology and molecular diagnostics.
• Experience developing strategies within alternate channels including payers.

Salary Range:

Exact Sciences is proud to offer an employee experience that includes paid time off (including days for vacation, holidays, volunteering, and personal time), paid leave for parents and caregivers, a retirement savings plan, wellness support, and health benefits including medical, prescription drug, dental, and vision coverage. Learn more about our benefits.

Our success relies on the experiences and perspectives of a diverse team, and Exact Sciences fosters a culture where all employees can develop personally and professionally with a sense of respect and belonging. If you require an accommodation, please contact us here.

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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. Any applicant or employee may request to view applicable portions of the company's affirmative action program.

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