Sr Key Account Manager

JOB DESCRIPTION:

Working on our Oncology Sales team, the Sr. KAM will develop and implement a plan to maximize the utilization of our products in targeted accounts, while staying within budget, and support the corporate objectives and highlight the delivery of our key selling messages.  The Sr. KAM should incorporate a high level of service, leveraging key relationships, toward being the best in class for an assay provider. The Sr. KAM is expected to solve challenging, complex problems in a dynamic environment. Their plans should emphasize the need to build and maintain comprehensive relationships and develop key contact and account records in Exact Sciences’ CRM system to manage these relationships. To do this plan, the Sr. KAM must have, or be able to quickly develop, a clear understanding of key territory-related clinical/political issues and create action plans to address. The Sr. KAM will devote whatever time is necessary to complete objectives outlined in the sales plan.

The Sr. KAM provides information critical to accomplishing the Exact Sciences mission to all parties involved in the sales of our products.  The Sr. KAM will provide direct feedback to individuals so they can make accurate

decisions at all levels of the company (national, regional and area teams). The Sr. KAM serves as a model to other KAMs and demonstrates strong leadership in performing their responsibilities.  The Sr. KAM may mentor less senior members of Canadian team or other organization members as needed.  The Sr. KAM will work closely with the National Sales Manager and may from time to time deputize for them. The Sr.KAM will be expected to develop initiatives that span wider than their assigned territory and can benefit wider geographies, e.g. International regions.

This position is field based.

Essential Duties

Include, but are not limited to, the following:

•                    All duties must be completed in a professional and ethical manner normally associated with industry standards but most importantly compliant with standards established by Exact Sciences.

•                    Consistently meet or exceed sales objectives in an assigned geographic area (territory) through field-based call activity/meetings (combined with virtual interaction) with HCP's and non-clinical staff who are responsible for delivery of cancer services (breast) and their staffs on a regular basis. 

• Exemplary territory management, planning, and implementation.
• Deep and actionable understanding of competitors and market trends that are impacting product utilization of customers.
• Sell company products or services, developing new accounts and/or proactively expanding existing accounts. 
• Develop and implement a highly strategic and actionable tactical plan to maximize the utilization of our products in the most productive accounts while staying within budget.  The plan supports the corporate objectives, highlights the delivery of our key selling messages, and includes providing a high level of service toward being the best in class for an assay provider.
• Plans are working documents used to solve challenging problems in a dynamic environment.  They emphasize the need to build and maintain comprehensive relationships and develop key contact and account records in Exact Sciences CRM system to manage these relationships.  To do this plan, the KAM must have or be able to quickly develop a clear understanding of key territory-related clinical/political issues while devoting whatever time is necessary to complete objectives outlined in the sales plan. 
• Successfully complete all training programs and deal proficiently with the concepts and complexities associated with genomic testing and Exact Sciences – Precision Oncology products.
• Invest the time necessary to maintain an in-depth understanding of all disease states associated with our products and the strengths and weaknesses of our competition. The Sr. KAM successfully uses this technical fluency to move target physicians and influencers to actions that result in access and utilization of our products.
• Maintain a full understanding of an area of specialization; resolve a range of issues in creative ways.
• Maintain comprehensive knowledge of company products and services, which includes a deep understanding of necessary disease state and product knowledge.
• Strive for excellence in all aspects of performance and is committed to continuous self-evaluation and development.  The Sr. KAM is valued for leadership and contribution to the organization, peers, and customers beyond sales/revenue production. 
• Attends various sales meetings and professional conferences within territory and Canada on as-needed basis.  It will be critical for the Sr. KAM to work closely with sales management and marketing understand and communicate our product sales and marketing messages. 
• Continuously be on the lookout for talented people to recruit to Exact Sciences; to participate in the interview process and other support activities.
• Actively contribute on cross-functional projects and/or committees.
• Develop relationships with a demonstrated ability to quickly develop one with national opinion leaders in oncology and pathology within their target territory.
• Ability to integrate and apply feedback in a professional manner.
• Ability to prioritize and drive to results with a high emphasis on quality.
• Ability to work as part of a team.
• Ability to work designated schedule.
• 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.
• Regular and reliable attendance.
• Complete and submit quarterly business plan to sales manager.

Minimum Qualifications

·       Bachelor’s Degree.

·       15+ years of Sales experience in health care sales with a strong record of success promoting complex products in medical oncology and/or diagnostics (ideally in breast cancer) in the region.

·       Experience of working with multiple stakeholders and decision makers within their designated geographic territory.

·       Proven large territory and key account management skills.

·       Deep understanding and familiarity with clinical research in cancer.

·       Excellent understanding of cancer care in Canada public and private healthcare sectors.

·       Ability to communicate effectively (oral and written) to a variety of internal and external stakeholders.

·       Strong business acumen and ability to think strategically.

·       Self-starter and experience of working in smaller organisations or divisions within a larger healthcare company – autonomous, entrepreneurial in their thinking and approach.

·       Willingness to travel to national meetings 3-4 times per year. There is also the possibility of attending international congresses both of which will require overnight stays and evening/weekend meetings.

·       Market access, marketing, leadership, training or other non-sales KAMe experience would be a plus.

·       Valid Driver’s licence.

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. Applicable portions of the Company’s affirmative action program are available to any applicant or employee for inspection upon request.

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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