Head of Sales

Remote: US based

The Head of Growth leads, inspires, motivates and supports a team that comprises clinician: clinician selling, enterprise sales and channel innovation and customer relationship management. This team is deeply committed to ending the diagnostic odyssey through education and engagement with clinicians in the pediatrics and genetic fields and adjacent specialties as well as through partnerships at the C-Level in hospitals and health systems to support the implementation of workflows to accelerate use of testing, collaborations and partnerships in other areas (e.g. AI) to accelerate whole exome and genome sequencing as standard of care. This teammate is a member of the commercial leadership team and the GeneDx Senior Leadership Team (SLT).

Responsibilities:

· Consistently deliver – if not exceed – commercial, functional and company objectives and key results (volume, revenue, customer mix, etc.). Proactively raise opportunities and challenges and recommended action plans to amplify and/or course correct.

· Represent the “voice of the sales customer” internally. Pair customer/anecdotal insight with data to maintain a deep understanding of all customer needs in order to effectively and efficiently drive the intended behavior change.

· Inspire and lead the entire sales organization with clear expectations, transparent and frequent communication in order to deliver on all committed objectives and key results. Coach, guide and support those who report directly to you. Including setting expectations, ongoing support and regular performance check-ins.

· Partner with Commercial Excellence, FP&A, Area Directors and Enterprise sales lead to regularly monitor footprint and evaluate expansion needs, optimization and develop and implement subsequent plans.

• Develop quarterly plans to drive client diversification. Monitor, assess, and adjust accordingly.

· Develop key customer plans aimed at converting, growing and/or maintaining relationships with strategic clients and assign key senior leaders to those (including head of growth, area directors, enterprise sales lead, chief commercial officer and other senior leaders). Brief sales teammates and leaders on plans and expectations. The head of growth should be in the field one week per month at a minimum. Monitor and assess accordingly.

· Design and deliver incentive compensation plans (in partnership with commercial excellence) to drive the desired sales rep behavior in support of objectives and key results as well as company values.

· Work closely and collaboratively with cross-functional team members, particularly Medical Affairs, Market Access and Commercial Excellence to accelerate use of testing among all those who can benefit and in order to create a high-performing, high-functioning and highly collaborative team.

· Engaged and enthusiastic member of the commercial leadership team representing your overall function as well as the needs of the commercial business. This includes problem solving as a team as well as participation in regular performance/OKR tracking and discussions and business reviews.

· Ensure the sales budget is effectively managed, has clear rationale for spend (whether people or external resource) and comes in at or below budget.

· Travel required as needed for meetings/events.

Leadership behaviors:

· Actively models, exhibits and encourages self and all teammates to live the GeneDx values:

o Openness and accountability

o Simplicity and curiosity

o Rigor and efficiency

o Equitability and integrity

o Humility and bravery

· Hardworking and rolls up sleeves in service of the work and team.

· Strong business acumen.

· Team versus individual first. Always team first.

· Challenge perceived limitations. Encourages and exhibits expansive thinking – takes a “how might we” approach to opportunities and challenges.

· Innate intellectual curiosity and ability to diagnose the root cause of issues and understand if it is within our control to effect change. If it is, define action plans to address. If not, raise in the appropriate setting to the appropriate teammate(s).

· Means and does what s/he says and expects the same from others.

· Honesty, self-awareness and acknowledgement of capabilities/skills (including strengths and limitations). Able to be vulnerable and ask for help. For example, sometimes asking for help means asking others for advice, asking Google, attending a training, etc.

· Strong bias and action for decisiveness. Acts with deliberate urgency and supports the team in moving quickly and intentionally (urgency not chaos).

· Exercises sound judgement and ability to execute in an environment of high velocity decision-making.

· Pivots enthusiastically as and when needed.

· Active listener -- engaged and present (no multitasking).

· Delegate, offer advice and deal with conflict directly. Also, understand when delegation may not be appropriate and you need to do it yourself.

· Assertive with unwavering respect and compassion for self and others.

· Strong executive presence. Has command of the subject/content, establishes credibility, is a concise and authoritative communicator and can connect with internal teammates and leaders as well as customers.

Requirements

· Demonstrated success growing and expanding markets in healthcare as a sales leader, preferably in pediatric conditions (autism, epilepsy, developmental delay, rare disease)

· Prior experience leading a sales team at an area and/or national level and experience leading teams who sell in complex environments as well as at the C-Suite level in hospitals and health systems

· Ability to translate data (clinician, system, payor) and insights into clear selling and customer plans that drive field force effectiveness and efficiency