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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 Senior Director, Healthcare Markets (SDHM) drives growth for Cologuard and future Exact Sciences value propositions within the target market, working collaboratively with cross functional teams to develop and execute an overall strategic business initiative across the healthcare market.

The Senior Director, Healthcare Markets (SDHM) is responsible for developing and delivering the business strategy for effective promotion of Exact Sciences’ products to health systems, integrated delivery networks (IDNs), and other health care providers within the designated area.   The SDHM will lead a team of sales specialists and account managers to deliver the business plan and enhance patient outcomes while fostering collaboration with cross-functional stakeholders from across Exact Sciences.

This position is field based.

Essential Duties

Include, but are not limited to, the following:

• Develops the market business plan and strategy to deliver upon the strategic vision and market priorities to improve customer experience, enhance patient outcomes and deliver on business opportunities.
  • Contributes to defining strategy for the target market health systems, large group practices, IPAs, hospitals, and overall market access in the utilization of Cologuard and other potential additions to the promotional portfolio under the leadership of the Business Director.
  • Continuously gathers and synthesizes customer insights, market trends & competitive data pertinent to region/areas to shape regional business plans in collaboration with the Screening GM, Strategic Accounts (DSA) and Screening Solutions Manager (SSM) and other cross functional colleagues (medical, market access, patient support).
  • Ensures alignment of business plans with national and regional strategies and tactics while facilitating adaptation to local plans and needs.

• Leads the execution of strategies across the market to deliver growth and profitability objectives in alignment with wider business imperatives.
  • Leads the market team to shape and deliver local customer engagement strategies and promotional content to address specific local needs in partnership with Marketing, Data and Analytics and other relevant internal stakeholders, to deliver goals and forecasts.
  • Defines market commercial KPIs (e.g., performance in specific market) in line with centrally defined national and regional metrics and guidelines and holds Account Managers/First Line Managers accountable for measuring and tracking progress against performance expectations.
  • Champions cross-functional implementation and collaborative field pull through activity planning within Health Systems that reside in their area geography (including sales, education, marketing, etc.).
  • Leverages a range of approaches to lead the effective and efficient implementation of business plans to meet or exceed goals, including resource allocation, training and development, talent recruitment selection, recognition, and rewards.
  • Empowers the market team with approved tools and support to generate opportunities and adapt approaches to local market and customer needs.

• Creates a high performance, patient centric, highly engaged culture within the market to support the delivery of the vision and business plan.
  • Creates and fosters a culture and performance environment that is aligned with Exact Sciences’ vision for customer engagement and supports the team to continuously enhance customer engagement and satisfaction and improve patient outcomes.
  • Provides adaptive leadership and coaching to Account Managers, Specialists and Area Managers to support, motivate and enable them to deliver the business plan.
  • Identifies and implements appropriate change management approaches to accelerate adoption of new ways of working and supports the cultural shift to facilitate delivery in a market model. 
  • Actively supports the market team to deliver high performance using a range of mechanisms including coaching, performance management, incentives, and talent retention.
  • Ensures that the team conducts business to the highest ethical and professional standards, consistent with Exact Sciences guidelines and policies and regulatory requirements.
• Consistent demonstration of exceptional leadership qualities, including but not limited to the ability to attract and retain the best team, foster a culture of high performance, lead with integrity, humility, accountability, and courage, and set a clear vision to energize teams towards the future.   
• Effectively manage, support, and guide your team, including, but not limited to delegating tasks and responsibilities, assess employee performance and provide helpful feedback and training opportunities.
• 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.

Minimum Qualifications

• 10+ years sustained success in business development and sales in a complex healthcare market environment, preferably in the Biotech, Pharma or Medical Device areas.
• Demonstrated experience in shaping strategies to create joint value by engaging with customers at a systemic level to enhance the system of care and deliver improved patient outcomes.
• Cross-functional experience spanning roles in a minimum of two functions, e.g. market access, marketing, account management, sales, patient support, medical affairs, training.
• Track record of success leading high performance organizations as a leader of leaders and as a cross-functional leader, leading with and without direct authority to enable people to achieve their best.
• Demonstrated ability to shape and deliver a successful a multi-faceted business strategy incorporating a range of sales and promotional channels to deliver profitable and sustained growth in revenue, profitability, and market share.
• Ability to lead a cross functional team, aligning them to a common vision and breaking down boundaries to facilitate high levels of collaboration to bring the best of Exact Sciences to our customers.
• Knowledge, experience, and executive presence to represent the Company to the most strategic customers within the healthcare market (C-Suite and D-Suite).
• Proven track record in coaching, training and/or mentoring peers or others as assigned; helping such others to better meet or exceed their goals and/or targets.
• Demonstrated strategic and analytical skills and experience in constructing, evaluating, and implementing business strategies that drive profitable access and consistently deliver financial, customer engagement and other key targets.
• Exceptional communication skills: ability to listen, contribute, and influence his/her ideas effectively to key internal and external stakeholders.
• Complex problem-solving, financial analysis, critical thinking, organizational agility, and time management skills, including financial acumen to forecast and build out a demand model.
• 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

• Bachelor's degree in Sales, Marketing, Business Management, Science, or any other related field.
• MBA or Master’s degree in a business discipline preferred.

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Salary Range:

$190,000.00 - $286,000.00

 

The annual base salary shown is a national range for this position on a full-time basis and may differ by hiring location. In addition, this position is bonus eligible, and is eligible to be considered for company stock at hire and on an annual basis.

 

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.

To view the Right to Work, E-Verify Employer, and Pay Transparency notices and Federal, Federal Contractor, and State employment law posters, visit our compliance hub. The documents summarize important details of the law and provide key points that you have a right to know.