Reports To: VP, Market Strategy & Key Accounts
FLSA Status: Exempt
The incumbent is responsible for directing the sales development
function, responsible for identifying and qualifying sales
opportunities. Oversee programs that support the development of a
sales pipeline based on targeted outbound and/or inbound efforts.
Oversee the tracking and reporting of key sales and operational
metrics and updates to customer management system. Possess
knowledge of data analytics, marketing automation platforms, and
overall marketing efforts designed to generate leads.
POSITION WITHIN THE ORGANIZATION
1. Reports to VP, Market Strategy & Key Accounts
2. Cooperates with LT, Commercial, Marketing, Clinical Affairs,
Customer Care, Billing, Medical Affairs
3. Participates in:
– Department meetings
– Project meetings
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Key Account Management (Centers of Excellence) to increase
volume, improve podium presence, and enhance field “best practices”
via a multi-discipline approach
Develop Breast Surgeon Key Opinion Leaders to build brand
awareness and logistical best practices (this will be a by-product
of the KAM program).
Create Fellowship Mapping Programs to prepare new Breast
Surgeons for community practice.
Increase society meeting (Regionally and Nationally) podium
presence through KOL/KAM development efforts
Drive Revenue within “High Volume” influential Key Accounts
(Academic, Community, ISPY, etc.) through a “programmatic”
Collaborate with Global NGS team to assist with de-centralized
institutional pull through via “programmatic” approach
Co-Travel with local field sales representatives: Drive
community sales volume
Responsible for setting the strategy for retaining and growing
existing customers and working on an action plan for each.
Establish and develop strategic access to buying influencers to
support retention and expansion of existing business and conversion
of new accounts
Identify and execute large account management. Understand
customer specific needs and establish business plans and solutions
to meet needs.
Accurately forecast sales and provide sales input and market
environment analysis to support the development of mid and long
The above listing represents the general duties considered
essential functions of the job and is not to be considered a
detailed description of all the work requirements that may be
inherent in the position.
Works closely with: LT Team
Works closely with: Doctors
EDUCATION & EXPERIENCE REQUIREMENTS:
Bachelor’s degree in marketing or related field
10 years of progressive commercial leadership experience in the
oncology/diagnostics, breast cancer sector preferred
7 years leading a sales and/or marketing operational function in
3 years of experience managing field personnel, including sales
Broad cross-functional experience in other commercial roles,
such as Marketing, Sales Operations, Medical, National/Corporate
Accounts, Managed Markets, etc.
Specific Knowledge Required:
Knowledge: Comprehension of a body of information acquired by
experience or study.
Skill: A present, observable competence to perform a learned
Ability: Competence to perform an observable behavior.
Proven track record in growing revenues, ideally for a novel
Strong business knowledge of the molecular diagnostics industry
and competitive landscape; as well as strong and broad
Prior oncology experience strongly preferred, ideally with
strong connections within the oncology molecular diagnostics
marketplace and with Key Opinion Leaders.
Demonstrated successful product launch experience required,
ideally having introduced a novel, highly complex diagnostic
product to market and ramped sales in line with or beyond corporate
Demonstrated Business Acumen and Organizational Savvy; proven
networking experience in a global team environment.
Able to negotiate partnerships with industry peers and key
Team player with confidence, unquestioned character, and
Demonstrated ability to thrive and flourish in an
entrepreneurial early stage company environment that requires
“hands-on” implementation, optimal use of limited resources and an
ability to work closely with others in a small team setting
Ability to participate in and lead cross-functional teams and to
achieve results through cooperation with other departments
Excellent interpersonal, presentation, written and verbal
BEHAVIOURAL COMPETENCIES/DESIRED SKILLS
Ability to work independently and prioritize personal
Perform multiple tasks under minimum supervision
Establishes ADA (Americans with Disabilities Act)
Working conditions (inside or outside the office).
Regularly walks, stands, and sits.
Regularly works on a computer for approximately 6-8 hours a
May be traveling plain, train, car, etc. for extensive amounts
Ability to drive/fly routinely internationally and domestically
for up to 70%