Sr. Key Account Manager, South East England

Abbott; Witney; On-site; GBP 70,000 - 90,000; Full time

Job summary

Exact Sciences is seeking a Senior Key Account Manager to lead strategic sales initiatives across a designated UK territory, focusing on oncology products and breast cancer pathways. You will build durable relationships with NHS decision makers and key providers, delivering value and driving product uptake within budget.

The role requires deep disease-state knowledge, excellent stakeholder management, and the ability to operate across national and regional teams.

Qualifications

• Extensive sales experience in oncology or diagnostics.
• Experience engaging NHS decision makers.
• Proven track record of managing large territories and key accounts.

Responsibilities

• Meet/exceed sales objectives in assigned geography through field activity and stakeholder engagement.
• Develop and implement strategic plans to maximize product utilization within budget.
• Understand disease states and market trends to influence uptake and access.
• Build relationships with national opinion leaders and NHS decision makers.
• Coordinate with NHS stakeholders and private providers to demonstrate product value.
• Represent the company at meetings, conferences, and cross-functional projects.

Skills

Large territory ownership

Strategic account management

NHS liaison

Oncology product knowledge

Breast cancer experience

Travel flexibility

Education

Life science degree/clinical experience

Job description

Working on our Oncology Sales team, the Sr. Key Account Manager will develop and implement a plan to maximize the utilization of our products in targeted accounts, while staying within budget, and support the corporate objectives and highlight the delivery of our key selling messages. The Sr. KAM should incorporate a high level of service, leveraging key relationships, toward being the best in class for an assay provider. The Sr. KAM is expected to solve challenging, complex problems in a dynamic environment. Their plans should emphasize the need to build and maintain comprehensive relationships and develop key contact and account records in Exact Sciences’ CRM system to manage these relationships. To do this plan, the Sr. KAM must have, or be able to quickly develop, a clear understanding of key territory-related clinical/political issues and create action plans to address. The Sr. KAM will devote whatever time is necessary to complete objectives outlined in the sales plan.

The Sr. KAM provides information critical to accomplishing the Exact Sciences mission to all parties involved in the sales of our products. The Sr. KAM will provide direct feedback to individuals so they can make accurate decisions at all levels of the company (national, regional and area teams). 'will work with Senior NHS stakeholders and decision makers, Private Provider Hospitals to demonstrate the value of our brands to ensure optimal uptake and positioning within each sector. The Sr. KAM serves as a model to other KAMs and demonstrates strong leadership in performing their responsibilities.

The Sr. KAM will work closely with the National Sales Manager and may from time to time deputize for them. The Sr. KAM will be expected to develop initiatives that span wider than there assigned territory and can benefit wider geographies, e.g. International regions.

Essential Duties

Include, but are not limited to, the following:

• Consistently meet or exceed sales objectives in an assigned geographic area (territory) through field-based call activity/meetings with with HCP's and non clinical staff who are responsible for delivery of cancer services(breast) and their staffs on a regular basis.
• Exemplary territory management, planning, and implementation.
• Deep and actionable understanding of competitors and market trends that are impacting product utilization of customers.
• Sell company products or services, developing new accounts and/or proactively expanding existing accounts.
• Develop and implement a highly strategic and actionable tactical plan to maximize the utilization of our products in the most productive accounts while staying within budget. The plan supports the corporate objectives, highlights the delivery of our key selling messages, and includes providing a high level of service toward being the best in class for an assay provider.
• Plans are working documents used to solve challenging problems in a dynamic environment. They emphasize the need to build and maintain comprehensive relationships and develop key contact and account records in Exact Sciences CRM system to manage these relationships. To do this plan, the KAM must have or be able to quickly develop a clear understanding of key territory-related clinical/political issues while devoting whatever time is necessary to complete objectives outlined in the sales plan.
• Successfully complete all training programs and deal proficiently with the concepts and complexities associated with genomic testing and Exact Sciences – Precision Oncology products.
• Invest the time necessary to maintain an in-depth understanding of all disease states associated with our products and the strengths and weaknesses of our competition. The Sr. KAM successfully uses this technical fluency to move target physicians and influencers to actions that result in access and utilization of our products.
• Maintain a full understanding of an area of specialization; resolve a range of issues in creative ways.
• Maintain comprehensive knowledge of company products and services, which includes a deep understanding of necessary disease state and product knowledge.
• Strive for excellence in all aspects of performance and is committed to continuous self-evaluation and development. The Sr. KAM is valued for leadership and contribution to the organization, peers, and customers beyond sales/revenue production.
• Attends various sales meetings and professional conferences around the UK on as-needed basis. It will be critical for the Sr. KAM to work closely with sales management and marketing understand and communicate our product sales and marketing messages.
• Continuously be on the lookout for talented people to recruit to Exact Sciences; to participate in the interview process and other support activities.
• Actively contribute on cross-functional projects and/or committees.
• Develop relationships with a demonstrated ability to quickly develop one with national opinion leaders in oncology and pathology within their target territory.
• Ability to integrate and apply feedback in a professional manner.
• Ability to prioritize and drive to results with a high emphasis on quality.
• Ability to work as part of a team.
• Ability to work designated schedule.
• 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.
• Regular and reliable attendance.

Minimum Qualifications

• 12+ years of Sales experience in premium products with a strong record of success promoting complex products in medical oncology and/or diagnostics (ideally in breast cancer) in the region.
• Experience of working with multiple stakeholders and decision makers across the NHS.
• Proven large territory and key account management skills.
• Evidence of pathway and guideline development to demonstrate industry and NHS joint working to improve efficiencies.
• Deep understanding and familiarity with clinical research in cancer.
• Excellent understanding of cancer care in the UK public and private healthcare sectors.
• Ability to communicate effectively (oral and written) at all levels of the NHS and Genomic Health.
• Strong business acumen and ability to think strategically.
• Self-starter and experience of working in smaller organizations or divisions within a larger healthcare company – autonomous, entrepreneurial in their thinking and approach.
• Willingness to travel to national meetings 3-4 times per year. There is also the possibility of attending international congresses both of which will require overnight stays and evening/weekend meetings.
• Market access, marketing, leadership, training or other non-sales role experience would be a plus.
• Life science degree/clinical experience are a plus.
• Clean UK Driver’s licence.