Screening Sales Representative - Columbia, MO

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.

• An excellent retirement savings plan with a high employer contribution.

• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

We're empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott's diagnostics instruments, providing lab results for millions of people. Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe, helping clinicians make informed decisions across a broad range of health conditions, including cancer.

A Screening Sales Representative (known internally as Screening Solutions Specialist or SSS) is a front-line position in the fight against cancer. The SSS will drive product growth of Cologuard in medical practices to meet sales goals within the assigned geography and deliver diagnostic solutions by establishing the importance of Colorectal Cancer (CRC) diseases and screening.

This is a field-based position supporting Columbia, Kirksville, Moberly, Makon, Marshall and Lake of the Ozarks, MO.

What You’ll Work On

Generate deep insight into local healthcare ecosystems and market landscape in order to identify opportunities to enhance the system of care and deliver improved patient outcomes through integration of Exact Science’s solutions.

• Analyze the treatment journey across the local system of care in order to identify account opportunities to work with HCPs to improve clinical decision making and deliver better patient and population health outcomes in the context of our current and future pipelines.

• Build a network of relationships within accounts in order to gain insight into system, customer and patient unmet needs, including clinical stakeholders and administrators, and diligently captures information on customer interactions using the Customer Relationship Management (CRM) database, including point of contact (POC) information, sales call activities, market intelligence, funnel development and other data points.

• Synthesize data from a range of formal and informal sources to understand the evolving and dynamic local care system, leveraging available tools and resources such as Engage (CRM), Excel, Tableau and available research to make data-driven decisions on account potential and opportunities in order to focus effort, including working across the Market team.

Develop and implement business and account plans to increase the visibility and awareness of the Company’s products and maximize opportunities and sales growth.

• Create business and account plans based on opportunities to drive acceptance of Cologuard and other solutions to enhance clinical decision making and the effectiveness of the system of care.

• Lead the implementation of these business and customer plans to devise and implement customer-specific pre-and post-call engagement approaches that evaluate and address customer needs, in collaboration with a range of internal stakeholders including Screening Advocate (SA), Medical Affairs and Marketing.

• Inform, educate and enable target physician and stakeholder groups about our products and value propositions to equip them to make informed decisions about treatment choices and patient resources and highlight the importance of screening to the customer, drawing on approved clinical studies and marketing aids.

• Proactively drives business growth by focusing on customers with highest potential and proactively initiating connections to uncover unmet needs and opportunities.

• Seeks regular feedback from customers about their experience, service, satisfaction and perceived value of working with Abbott Cancer Diagnostics.

Lead the successful implementation of account plans through collaboration and coordination with key internal stakeholders to develop and execute strategies, enhance customers satisfaction, improve patient outcomes and business opportunities.

• Ensures execution of targeted tactics to deliver business goals in coordination and orchestration with a wider range of internal cross-functional stakeholders, including Account Managers, Area Manager, Marketing, Sales Operations and Internal Sales Support.

• Communicates a clear and compelling description of customer needs and opportunities to internal stakeholders in order to mobilize resources and shape solutions to address current and future customer needs.

• Ensures that the team conducts business to the highest ethical and professional standards, consistent with our guidelines and policies and regulatory requirements and upholding the company mission and value through accountability, innovation, integrity, quality and teamwork.

Required Qualifications

• Bachelor's degree Sales, Business Management, Marketing or, Science, or any other related field or 4 years relevant experience in lieu of degree.

• 2+ years of previous sales, inside sales or account management experience OR 1+ years of previous sales experience plus 1+ years of experience in a healthcare setting or other field related to the essential duties of the role OR Completion of active-duty military service as a Junior Officer or above (Candidates may still be involved with military reserves).

• Possession of a valid driver’s license; no suspended, revoked, surrendered, invalid, etc. allowed. 

• No more than two moving violations, events, or accidents within the last 36 months. 

• No alcohol or drug event in which a vehicle was driven by the candidate or employee, including but not limited to Blood Alcohol Content (BAC) failure, refusal to submit to alcohol or drug test, alcohol related suspension, etc. in the last 36 months.

• No other results from the Motor Vehicle Report (MVR) check that exposes Exact Sciences to what Exact Sciences deems to be an unacceptable level of liability. 

• Ability to meet any requirements set by healthcare facilities for access to those facilities (e.g. vaccination requirements, mask requirements, etc.).

• Demonstrated ability to perform the essential duties of the position with or without accommodation.

• Legal authorization to work in the country of employment without current or future sponsorship. 

Preferred Qualifications

• 2+ years of experience in sales of medical devices or diagnostics.

• Experience working with primary care physicians targeted customers.

• Proficiency in MS Excel, Word, Outlook and Customer Relationship Management (CRM) tool.

• Ability to work confidently in an environment of complexity and ambiguity.

• Able to productively and proactively contribute to a team environment, while demonstrating ability to manage workload and priorities independently.

• Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.