Irvine, CA

June 18, 2020

Location: Irvine, CA

Department: Sales

Reports To: VP, Market Strategy & Key Accounts

FLSA Status: Exempt

 

 

JOB SUMMARY:

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” approach.
  • 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 term forecasts.

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.

KEY CONTACTS:

Internal:

  • Works closely with:
    • LT Team
    • Commercial
    • Medical Affairs
    • Clinical Affairs
    • Lab Ops
    • Billing
    • Etc.

External:

  • Works closely with:
    • Doctors
    • Institutions
    • hospitals
    • Cancer Centers
    • Etc.

EDUCATION & EXPERIENCE REQUIREMENTS:

Bachelor’s degree in marketing or related field
MBA desired

EXPERIENCE

  • 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 diagnostics/oncology company.
  • 3 years of experience managing field personnel, including sales management
  • Broad cross-functional experience in other commercial roles, such as Marketing, Sales Operations, Medical, National/Corporate Accounts, Managed Markets, etc.

KNOWLEDGE, SKILLS AND ABILITIES (KSA’S)

Specific Knowledge Required:

  • Knowledge: Comprehension of a body of information acquired by experience or study.
  • Skill: A present, observable competence to perform a learned activity.
  • Ability: Competence to perform an observable behavior.
  • Proven track record in growing revenues, ideally for a novel diagnostic product
  • Strong business knowledge of the molecular diagnostics industry and competitive landscape; as well as strong and broad strategic-to-tactical bandwidth.
  • 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 expectations.
  • Demonstrated Business Acumen and Organizational Savvy; proven networking experience in a global team environment.
  • Able to negotiate partnerships with industry peers and key future clients.
  • Team player with confidence, unquestioned character, and absolute integrity.
  • 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 communication skills.

BEHAVIOURAL COMPETENCIES/DESIRED SKILLS

  • Self-Starter
  • Ability to work independently and prioritize personal workload
  • Self-organization
  • Excellent communication skills
  • Perform multiple tasks under minimum supervision
  • Can do-attitude; enables change

WORKING ENVIRONMENT

Establishes ADA (Americans with Disabilities Act) requirements

ENVIRONMENT/SAFETY/WORK CONDITIONS

Working conditions (inside or outside the office).

  • Regularly walks, stands, and sits.
  • Regularly works on a computer for approximately 6-8 hours a day.
  • May be traveling plain, train, car, etc. for extensive amounts of time.

TRAVEL

Ability to drive/fly routinely internationally and domestically for up to 70%

OTHER DUTIES

Other duties as required by management