Senior Area Sales Manager at Exact Sciences in Thousand Oaks, CA

The Senior Area Manager, Women’s Health is responsible for leading a team of territory managers within a designated area in a Region. The Area Manager is responsible for the effective promotion of Exact Sciences’ products to Obstetricians-Gynecologists (OBGYNs), their practices, organized customers/conglomerates, Multi-Specialty clinics, and other healthcare providers (HCPs) within the designated territory. The Senior Area Manager will recruit, train, coach, lead, and provide performance management for the Professional Medical Representatives in addition to directly promoting Exact Sciences’ products.

Essential Duties and Responsibilities

• Successfully manage 8-12 direct reports; including the recruitment and selection of highly qualified Women’s Health Specialty Representatives, ensuring effective training and development of the sales force, and providing coaching and ongoing performance management of the team.
• Travel with direct reports to observe and provide training and coaching.
• Successfully forecast and achieve quarterly and annual sales goals through Area team.
• Manage the assigned area’s sales targets and maintain ongoing reporting of progress with management team.
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside of the team is taking place.
• Ensure sales force is in compliance in all Quality, Regulatory, and Company policies and guidelines.
• Proactively identify and build strong relationships and advocacy with key gastroenterology thought leaders and decision makers in assigned area.
• Effective leadership skills; drive effective performance through coaching, motivating, and inspiring team of territory managers and provide clear expectations, ongoing feedback, and opportunities for continuous development.
• Collect ongoing customer insights, market trends, and competitive data from sales force and communicate to leadership and peers.
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms which are relevant to customers.
• Ensure the effective use of sales process and approved product marketing and product promotion material by regional sales force.
• Effectively collaborate with Account Managers and commercial team members to optimize business performance within health systems within assigned area.
• Leverage Medical Science Liaisons, Account Managers, and other Company resources, as necessary, to provide the necessary technical, clinical, and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations.
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within designated area.
• Lead and engage in regional and national projects.
• Model and share best practices nationally.
• Participate on cross-functional headquarter projects having a positive business and/or culture impact.
• Serve as the back up to Women’s Health Lead, as needed.
• Mentor individuals within or outside the commercial organization.
• Supervise staff; including, but not limited to, organize and prioritize work, write/conduct performance reviews, train/develop, and manage work performance.
• Communicate goals clearly to employees to ensure understanding and success in achieving them.
• Motivate and inspire employees to do their best work through coaching.
• Maintain morale and support employee engagement initiatives.
• 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.
• Attend work regularly and reliably.
• Ability to work seated for approximately 50% of a typical working day. Ability to work standing and or walking for approximately 50% of a typical working day.
• Ability to work on a mobile device, tablet, or in front of a computer screen and/or perform typing for approximately 20% of a typical working day.
• Ability to travel 60% of working time away from work location, may include overnight/weekend travel.

Qualifications

Minimum Qualifications

• Bachelor’s Degree in Sales, Marketing, Business, Scientific, or other field related to job duties.
• 5+ years of experience in a customer-facing sales role in a medical, healthcare, or technical field.
• 3+ years of experience leading or directing teams.
• 1+ years of experience selling and/or leading a sales team in Women’s Health or other specialty practice or health system settings.
• Demonstrated skillset in effective sales process and deal closure.
• Demonstrated ability to effectively train and educate others.
• Proven and effective time management, expense reporting, prioritization, and delegation skills.
• Effective English communication skills, both written and verbal.
• Outstanding influencing, interpersonal, and networking skills to drive successful relationship building.
• Strong critical thinking and analytical skills with demonstrated ability to report and track sales force metrics.
• Effective presentation skills; ability to present ideas to customers in a way that produces understanding and impact.
• Possession of a valid driver's license, no more than two moving violations in the past 36 months, and no unresolved license revocation or suspension issues.
• Maintenance of sufficient driver’s insurance to satisfy any applicable state or local requirements and at least $250,000 per person and $500,000 per accident in coverage.
• Authorization to work in the United States without sponsorship.
• Demonstrated ability to perform the Essential Duties of the position with or without accommodation.

Preferred Qualifications

• Advanced degree.
• Experience with sales and/or marketing of products or services directly to Obstetrician-Gynecologists (OBGYN)s and their practices.
• Sales leadership experience during a product launch.
• Experience using/coaching to Challenger Sales Model.