Sr. Principal Strategic Accounts Director- Northwest

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At Exact Sciences, we’re helping change 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 Commercial Partnerships Director is responsible for developing and leading projects, teams, and resources to help the Precision Oncology Business Unit attain its commercial goals among large, complex, and/or strategically valuable health care organizations including traditional health systems as well as their business associates including IT companies, GPOs, and other entities. Their remit is to integrate the PO test portfolio into the customer workflow by providing solutions including IT, data, and contractual arrangements.  This role supports both on market and emerging products and solutions in the advanced genomic testing market. This role is expected to collaborate across commercial, operational, and medical teams internally and externally to implement a business strategy that establishes alliances with these health organizations and networks. While not directly part of the sales team, these activities will serve to complement our established field sales team and create incremental access, relationships, and mutation panel utilization.

The Commercial Partnerships Director will have a deep understanding of relevant medical, market, and economic issues impacting customers, and a broad knowledge of the evolving healthcare landscape. They will leverage this deep understanding to identify, develop, and execute collaborative projects that create mutual value.  The position requires significant levels of business proficiency, account management, data analysis, project and team management, clinical acumen, and expertise, as well as specific industry experience. This role will have broad autonomy and must exercise judgment in selecting methods, techniques, and evaluation criteria for obtaining results. The role will involve coordinating the responsibilities and activities of other team members without direct personnel management holding them accountable to deliverables and milestones aligned to customer opportunities. This individual will need to partner successfully with senior leadership at client organizations on behalf of Exact Sciences to help all parties recognize and pursue their mutual goals. Critical to the success for this role is the ability to work with various business teams within Exact Sciences and partner across the organization.  The Commercial Partnerships Director will also be responsible for negotiating and executing a range of contracts and agreements aligned to the customer opportunities.

This position is field-based and responsible for the Northwest region, including Northern California, Oregon, and Washington.

Essential Duties

Include, but are not limited to, the following:

• Develop contacts and relationships across strategic account organizations to lead customer-facing efforts in all phases of the product and portfolio lifecycle (incubate, mature, and scale).
• Lead customer opportunities that integrate the Precision Oncology suite of tests and solutions into the customer workflow enabling more effective sales pull through.  This may be accomplished through, but is not limited to,  IT solutions, data integrations, research collaborations, and commercial agreements.
• Drive incremental adoption of the Precision Oncology current and emerging portfolio of products and solutions with assigned customers which may include hospital systems, research facilities, community oncology, and business-to-business partners. 
• Understand the key players in those organizations, along with their critical success factors, and be able to skillfully influence them and drive to specific business objectives.
• Acquire and expand customers and incremental revenue through effective identification of opportunities and the creation of value-driven solutions.
• Develop and maintain trusted relationships with all key decision makers in order to achieve favorable portfolio adoption, and/or open access of on-market and pre-market products.
• Develop and implement account level business plans that meet the account’s business needs and complies with Exact Science policies and SOPs.
• Partner with several internal departments and stakeholders to generate novel and sustainable solutions. Collaborators may include Marketing, Sales and Sales Management, Medical Affairs, Pathology, Lab Operations, Customer Service, Managed Care, Sales Operations, IT, Product Life Cycle, and others.
• Provide leadership of the internal and customer teams that holds people accountable to delivering on milestones aligned to the mutual project plan.
• Negotiate and execute a variety of contracts and collaborative agreements aligned to the customer and Exact Sciences mutual interests.
• Proactively seek innovative ways to better align Exact Sciences objectives with customers’ objectives, appropriately ensuring Exact Sciences business goals are met.
• Partner cross-functionally within the internal organization (IT, project management/implementation, billing, operations, etc.) to develop and execute pull-through plans and serve as the customer-facing leader for assigned accounts; ability to anticipate challenges and adjust strategies accordingly.
• Facilitate impactful Executive to Executive relationships between Exact senior leaders and their customer peers.
• Remain highly informed of market and industry trends pertaining to all aspects of both the Exact commercial and customer organization. Interpret and present the impact of these changes on the Exact Sciences organization and brands and provide suggested solutions and strategies to adapt to these changes.
• Accurately forecast sales volumes for assigned targets based on pull through programs and market forces.
• Develop metrics for monitoring product utilization, market share and other key performance metrics within assigned accounts.
• Employ strong project management skills by prioritizing and leading multiple tasks concurrently.
• Strive for excellence in all aspects of his/her performance with commitment to continuous self-evaluation and development.
• Implement new business processes and driving organizational change.
• Develop, facilitate, and/or conduct lab tours, PowerPoint presentations, speaker programs and other customer events.
• Strong analytical and operational skills.
• Strong interpersonal, organizational and communication skills, both written and oral.
• Able to integrate and apply feedback in a professional manner.
• Able to prioritize and drive to results with a high emphasis on quality.
• 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 50% of a typical working day.
• Ability to travel 70% of working time away from work location, may include overnight/weekend travel.

Minimum Qualifications

• Bachelor’s degree in Life Sciences, Education, or related field.
• 12+ years of experience in strategic account, sales, and/or managed care within the healthcare industry.
• Familiarity with project management techniques such as Lean Six Sigma practices and implementation.
• Familiarity in Microsoft Office to include Excel spreadsheets.
• Basic computer skills to include Internet navigation, Email usage, and word processing.
• 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.
• Applicants must be currently authorized to work in country where work will be performed on a full time or part-time basis. We are unable to sponsor or take over sponsorship of employment visas at this time.

Preferred Qualifications

• Master’s degree in Business Administration.
• Experience with Veeva CRM.

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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