Senior Manager, Inside Sales

Job Locations US-WI-Madison
Req No.
2018-2099
Category
Sales
Type
Regular Full-Time

Summary of Major Responsibilities

The Senior Manager, Inside Sales  is responsible for leading a team of Inside Sales Supervisors and Inside Sales Representatives (ISRs) within the inside sales team. This role is responsible for driving and achieving a sales quota, and support of Exact Sciences’ products to physicians and other health care providers, via inbound and outbound call efforts.  The role will also be responsible for the strategic direction of their area while working cross functionally with pull through initiatives.  This role will report directly to the director of inside sales.

Essential Duties and Responsibilities

  • Successfully manage inside sales supervisors and inside sales representatives.
  • Responsible for reviewing supervisor’s Field Coaching Reports (FCRs) to determine coaching opportunities for the supervisor, GAPs in training, and opportunities. In addition will spend a portion of time coaching over the phone to both ISR and supervisor.
  • Provide ongoing performance management by holding supervisors to expectations - e.g. team’s quota, total talk time, activities
  • Responsible for performing regular business reviews, and making strategic business decisions - e.g. forecasting, prioritizing resources, goal setting, targeting, market trends
  • Highly analytical - ability to aggregate/analyze/interpret data pulled from CRM/Tableau to provide necessary direction to redirect outbound efforts if needed
  • Recognize GAPs and work with sales force effectiveness to help build out training
  • Work cross functionally in a strategic way to pull through systems, determine resources, help implementations, and drive other corporate priorities
  • Accountable for assigned area’s sales targets, and maintain ongoing reporting of progress with inside director
  • Occasional field rides to keep selling skills fresh on what the field is doing
  • Interview to scale and backfill positions as needed
  • Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information (customer insights, market trends & competitive data) is shared, and collaboration within and outside of the team is taking place
  • Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies and guidelines
  • Demonstrate effective leadership; drive performance through coaching; motivate & inspire team; provide clear expectations, ongoing feedback and opportunities for continuous development
  • Ensure the effective use of sales process and approved product marketing and promotion material
  • Leverage Marketing, field-based Area Managers and National 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

Qualifications

  • Bachelor’s Degree or equivalent education level
  • 5 years of experience in sales or customer service role
  • At least 3 years of supervising and leader experience with responsibility for leading direct reports (resource allocation, hiring/recruiting, performance management & coaching)
  • Demonstrated skillset in effective sales process and deal closure
  • Demonstrated ability to effectively train and educate others and lead by example
  • Proven, 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 experience reporting and tracking sales force metrics
  • Effective presentation skills; able to present ideas to customers in a way that produces understanding and impact.
  • Must be willing to travel as needed for regional or national leadership meetings

Desired Characteristics

  • Preferred experience leading a sales team in healthcare field
  • Preferred experience in managing supervisors

Exact Sciences is 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. The Company’s affirmative action program is available to any applicant or employee for inspection upon request. 

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