• Director, Employer and Retail Accounts Access

    Job Locations US-Remote | US-IL-Chicago | US-CO-Denver | US-MA-Boston | US-CA-San Francisco | US-TX-Dallas | US-CA-San Diego
    Req No.
    2019-3254
    Category
    Sales
    Type
    Regular Full-Time
  • Summary of Major Responsibilities

    The Director, Employer & Retail Account Access will develop, implement, and manage the market access strategy for retail and self-funded employer channels, which can include urgent care clinics, concierge medicine, consumer initiated testing channels, self-funded employers and third-party administrators (TPA), among others, to execute strategies, plans, and tactics for the US commercial sales of Cologuard and other future pipeline products for Exact Sciences.  This position will oversee partnership, contracting, policy, and pull-through initiatives by partnering with brand leadership, market access, health economics, population health and other teams across the organization.

    Essential Duties and Responsibilities

    • Develops & implements the retail channel (clinic, pharmacy, consumer initiated) strategic plan for Cologuard. Liaise and recommend priorities/tactics with leadership, market access, population health, and marketing teams against this strategy.
    • Develops & implements the plan for self-funded and TPA employer strategies. Has overall oversight and leadership of payer FFS and non FFS current and future relationship and contracts, including proactively leading relationship development with regional brokers and TPAs with goals of developing new payer FFS and non FFS / valued based strategies.
    • Liaises closely with marketing, market access teams to identify opportunities with employer coalitions, employer health systems, and payer strategic employer clients for Cologuard adoption and coverage.
    • Leads the communication flow throughout the teams and across functions as well as to external resources. Manages timelines, costs, resources and reports on status of progress to plan. Regularly reports on progress to senior leadership to identify priorities, gaps and opportunities.
    • Learns and stays current on industry trends in the retail, employer, coalitions and population health sectors on the application of industry best practices that are aligned with commercial strategies.
    • Attends regional tradeshows and symposia and engages in discussions with attendees as appropriate to help build brand awareness and ongoing relationships.
    • Identifies and reviews resource requirements to ensure coverage (identification and pull-through) initiatives are adequately resourced and effective.
    • Establishes and achieves sales forecast for retail and employer channels, demonstrating opportunity across the mix and execution strategies and tactics for achieving and exceeding volume projections.
    • Proactively identify and build long-term, executive-level business relationships with key decision makers across prominent retail, employers and self-funded/TPA coalitions.
    • Provide ongoing customer insights to management, sales, medical affairs and marketing teams.
    • Manages a team of Account Managers supporting the function (planned; timing dependent upon strategic plan and execution uptake).
    • Ensures collaboration across Market Access leadership to identify opportunities in top payer employer channel customers. The collaborations will create operational support for employer and retail CRC screening to close gaps in member populations.
    • Ability to travel approximately 50-60% of working time.
    • Support and comply with the company’s Quality Management System policies and procedures.
    • Regular and reliable attendance.

    Qualifications

    Minimum Qualifications

    • Bachelor's degree in Business or any related Commercial field.
    • 10+ years of diagnostic, surgical or pharmaceutical sales and/or marketing experience, demonstrating progressively increasing responsibilities or scope.
    • 2+ years of sales leadership of strategic account management roles.
    • High business acumen – demonstrated, comprehensive understanding of healthcare industry from alternate channel perspective and ability to have strategic discussions.
    • Must possess strong analytical skills, effective key account management.
    • Must be self-directed; acting as a change agent and as such have results orientation, with an ability to work independently and make decisions in a dynamic environment dealing with internal and external issues.
    • Demonstrated ability to effectively prioritize and manage time and multiple projects.
    • Effective presentation skills; able to present ideas and evidence-based scientific and economic data to customers in a way that produces understanding and impact.
    • Experience with GI disease and/or public health screening is desired.
    • Authorization to work in the United States without sponsorship.

    Preferred Qualifications

    • MBA or Master’s degree preferred.
    • Experience in a sales leadership role in key accounts such as payers, systems, employers, retail accounts preferred
    • Experience working with alternate channel organizations, retail and employer.

    #LI-AS1

    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. Applicable portions of the Company’s affirmative action program are available to any applicant or employee for inspection upon request.

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