Director, Key Accounts

Hologic

8d•$300,000 - $340,000•Remote

About The Position

The Director, Key Accounts Oncology leads a team of Key Accounts Managers (KAM) who are responsible for developing and managing designated, strategic key accounts, along with corporate relationships between Hologic Oncology and those key accounts. Key Accounts can include but are not limited to Academic Centers, Integrated Delivery Networks (IDNs), Integrated Delivery Systems (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), Long-Term Care (LTC), professional societies, HCP organizations, and quality improvement organizations. The Director also ensures the effective partnership between Key Account Managers (KAM), Oncology Account Executives (OAE), Regional Sales Managers (RSM), Medical Science Liaisons (MSL) and other internal partners are aligned and focused on their multi-channel sales efforts. Essential Duties and Responsibilities The incumbent may be asked to perform other function-related activities in addition to the below-mentioned responsibilities as reasonably required by business needs. Drives Results and Area Business Performance: Responsible for developing and executing against strategic area business plans to assure sustainable and profitable business results consistent with division strategy. Accountability for KAM team execution and achievement of revenue goals for Oncology. Implementation of varying market driven strategies in Oncology to ensure that both Breast Cancer Index and Cancer TYPE ID are integrated into local, academic, and clinical pathways. Develops, implements, and supports training of Oncology Account Executives to further the growth of their professional network and business relationships in clinical community. Partnership with internal groups to define and drive processes and programs that achieve desired outcomes for company and customers, which includes DxLT; Marketing; Sales Education; Market Access; Medical Education; Scientific Affairs; Medical Affairs, Legal, and Human Resources. Collaborative accountability for organizing quarterly regional meetings to drive execution of Oncology and Diagnostic Sales goals and strategies. Builds and Directs Oncology Team Overall accountability and leadership of Key Account Manager roles across the US. Accountability for implementing strategic plans, evaluating territory alignment against growth expectations, and setting goals which ensure clarity and delivery of Key Account Managers, along with the Oncology Account Executives. Oversight and management of Key Account Manager team budget allocations and compliance adherence to FY commitments. Influences and Delivers Communicates for Impact Responsibility for understanding business issues and aligning goals within Oncology Sales through negotiating mutually beneficial business solutions that translate into strengthening key business relationships, i.e., Customer C-Suite, academic thought leaders, administrative and decision-making roles within an account (CEO, CFE, CMO, Chief of Oncology, Academic Oncology Division Directors, Dir. of Quality, Industry Relations, etc.) Builds strong relationships with cross functional team members and external contacts based on trust and communication, to include maintaining and assisting in growing key customer relationships. Assist in the development of KOL Thought Leaders who may be converted to speakers, payer advocates and regional champions for Hologic tests and services. Drive the pursuit of opportunities for synergy and collaboration to achieve both Hologic Oncology and customer goals through active and transparent customer/account planning. Develop long-term vision for Oncology business within key customers/accounts to deliver on-going opportunities for the portfolio. Lead teams to identify market growth opportunities through the optimization of improved and timely diagnosis, treatment, and adherence in aligned disease priority areas.

Requirements

BA/BS Degree required.
5-8 years of oncology, diagnostics, pharmaceutical or biotech sales/marketing experience, with 3 – 5 years of management experience or demonstrated leadership across peer and manager groups.
Expertise in Microsoft Windows and Office, specifically Outlook, Word, and PowerPoint, Excel, and other popular business software desirable
Experience with Salesforce.com CRM software is required.
Ability to work collaboratively across functional areas and develop deep, strategic relationships.
Strong decision-making skills and ability to take initiative and act independently.
Ability to manage multiple priorities and work in a fast-paced environment.
Proven ability in problem solving, strategic thinking and financial/business acumen.
Awareness of oncology pathways and EHR systems within strategic accounts, with tactical knowledge and experience with commercial penetration of each pathway or system
Ability to work successfully in a team environment, and communicate regularly with sales management, local sales reps, MSLs, Marketing, R&D, etc., to understand scientific/clinical information, business strategies, and market dynamics to execute the appropriate clinical discussions with customers.
Ability to rapidly acquire knowledge of Oncology product(s) as well as the competitive landscape in the molecular diagnostics industry.
Ability to interface with Key Account professionals from other divisions of Hologic to identify areas of synergy or opportunities for co-promotion or collaboration.
Models, and encourages the learning of new skills, knowledge and behaviors expected of senior leadership and Hologic.
Works to become more self-aware and models self-regulation and courage in making area business and personnel decisions.
Properly defines strategic business problems and /or opportunities within their Area and ensures effective solutions are implemented based on information, facts, and evidence.
Demonstrates exceptional communication, negotiation, judgment, interpersonal and organizational skills.
Creates and leads plans for change within their area.
Understands and focuses on driving sustainable results.
Demonstrates ability to attract, select and develop strong performers with potential.
Provides insight, coaching and development to grow their direct reports to their full potential.
Holds self and their direct reports accountable to fulfill commitments and model all behaviors asked of others.

Nice To Haves

Oncology expertise and experience is highly preferred.
Relationships with Key Opinion Leaders within strategic accounts preferred.

Responsibilities

Responsible for developing and executing against strategic area business plans to assure sustainable and profitable business results consistent with division strategy.
Accountability for KAM team execution and achievement of revenue goals for Oncology.
Implementation of varying market driven strategies in Oncology to ensure that both Breast Cancer Index and Cancer TYPE ID are integrated into local, academic, and clinical pathways.
Develops, implements, and supports training of Oncology Account Executives to further the growth of their professional network and business relationships in clinical community.
Partnership with internal groups to define and drive processes and programs that achieve desired outcomes for company and customers, which includes DxLT; Marketing; Sales Education; Market Access; Medical Education; Scientific Affairs; Medical Affairs, Legal, and Human Resources.
Collaborative accountability for organizing quarterly regional meetings to drive execution of Oncology and Diagnostic Sales goals and strategies.
Overall accountability and leadership of Key Account Manager roles across the US.
Accountability for implementing strategic plans, evaluating territory alignment against growth expectations, and setting goals which ensure clarity and delivery of Key Account Managers, along with the Oncology Account Executives.
Oversight and management of Key Account Manager team budget allocations and compliance adherence to FY commitments.
Responsibility for understanding business issues and aligning goals within Oncology Sales through negotiating mutually beneficial business solutions that translate into strengthening key business relationships, i.e., Customer C-Suite, academic thought leaders, administrative and decision-making roles within an account (CEO, CFE, CMO, Chief of Oncology, Academic Oncology Division Directors, Dir. of Quality, Industry Relations, etc.)
Builds strong relationships with cross functional team members and external contacts based on trust and communication, to include maintaining and assisting in growing key customer relationships.
Assist in the development of KOL Thought Leaders who may be converted to speakers, payer advocates and regional champions for Hologic tests and services.
Drive the pursuit of opportunities for synergy and collaboration to achieve both Hologic Oncology and customer goals through active and transparent customer/account planning.
Develop long-term vision for Oncology business within key customers/accounts to deliver on-going opportunities for the portfolio.
Lead teams to identify market growth opportunities through the optimization of improved and timely diagnosis, treatment, and adherence in aligned disease priority areas.