Director, Inside Sales

Help us change lives

At Exact Sciences, we’re helping change how the world prevents, detects and guides treatment for cancer. We give patients and clinicians the clarity needed to make confident decisions when they matter most. Join our team to find a purpose-driven career, an inclusive culture, and robust benefits to support your life while you’re working to help others.

Position Overview

The Director, Inside Sales, is responsible for leading a team of leaders and the broader Inside Sales department to drive and achieve sales performance. The role will also be responsible for collaborating with field sales leadership to establish the strategic direction of the inside sales team and drive the appropriate tactics and activities to drive business and commercial priorities. Additionally, the successful candidate will be responsible for employee recruiting, onboarding, and ongoing professional development of the inside sales team.

Essential Duties

Include, but are not limited to, the following:

• Collaborate with field sales leadership to understand overall commercial priorities and establish appropriate and aligned inside sales priorities to support the growth and success of the commercial organization.
• Lead sales, budget, and revenue targets and maintain ongoing reporting of progress with management team.
• Successfully lead and manage second-line leaders.
• Build a winning culture of performance and accountability through all layers of the inside sales department.
• Successfully lead and support the recruitment and selection of highly qualified employees, ensuring effective training and development of the sales force, and providing coaching and ongoing performance management of the team.
• Provide ongoing performance management by holding front-line leaders to expectations, such as team objectives, sales strategy, call activities, selling skills, etc.
• Perform regular business reviews and making strategic business decisions, such as forecasting, prioritizing resources, goal setting, targeting, market trends, etc.
• Highly analytical with ability to aggregate/analyze/interpret data pulled from CRM/Tableau to understand trends, sales impact, and effectiveness of the inside sales team.
• Continuously evaluate inside sales team to understand any skill or knowledge gaps and work with first-line leaders to upskill while engaging with commercial training teams to build out training as needed.
• Work cross-functionally in a strategic way to pull through systems, determine resources, help implementations, and drive other corporate priorities.
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information (customer insights, market trends, and competitive data) is shared, and collaboration within and outside of the team is taking place.
• Ensure sales force compliance in all quality, regulatory, and company policies and guidelines.
• Display effective leadership; drive performance through coaching; motivate and 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, account managers, and other company resources, as necessary, to provide the essential technical, clinical, and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations.
• Lead the creation and implementation of developmental curriculum to ensure the ability to successfully deploy inside sales representatives into the field, both as representatives and leaders.
• Partner with Exact Sciences Laboratories to glean commercial insights to drive adherence efforts.
• 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.
• Maintain regular and reliable attendance.
• Ability to work seated for approximately 90% of a typical working day. Ability to work standing for approximately 10% of a typical working day.
• Ability and means to travel between Madison locations.
• Ability to travel 15% of working time away from work location, may include overnight/weekend travel