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Manager, Inside Sales #3416



Sales & Business Development
Menlo Park, CA, USA
Posted on Thursday, January 18, 2024
GRAIL is a healthcare company whose mission is to detect cancer early, when it can be cured. GRAIL is focused on alleviating the global burden of cancer by developing pioneering technology to detect and identify multiple deadly cancer types early. The company is using the power of next-generation sequencing, population-scale clinical studies, and state-of-the-art computer science and data science to enhance the scientific understanding of cancer biology, and to develop its multi-cancer early detection blood test. GRAIL is headquartered in Menlo Park, CA with locations in Washington, D.C., North Carolina, and the United Kingdom. GRAIL, LLC is a wholly-owned subsidiary of Illumina, Inc. (NASDAQ:ILMN). For more information, please visit www.grail.com.
GRAIL is seeking a highly motivated, self-starter, player-coach Enterprise Inside Sales Manager to lead a high caliber team and build new relationships with self-insured employers and payers in an assigned territory.
This individual will have responsibility for the training, day-to-day management of a team of individuals charged with identifying employers and payers companies to present the Galleri MCED technology to. While managing, you will also identify companies and contacts for outreach, secure meetings with key decision-makers, and manage a robust pipeline of marketing qualified leads for our market access team.
This role will work in tight collaboration with the Enterprise (Employer & Payers), Market Access and Marketing teams and report to the Associate Director of Inside Sales.
This role is a great leadership opportunity for a lucrative career in B2B/Enterprise sales.
This position will be based out of our Menlo Park Headquarters location.

You Will

  • Manage, coach and train a team of Inside Sales Representatives to enhance team member skills, knowledge, and goal performance
  • Participate in the recruitment and hiring process for new Inside Sales team members
  • Cultivate a positive and inclusive work environment that encourages open communication, teamwork, and employee engagement
  • Conduct performance evaluations and create action plans to support team members’ professional development
  • Monitor team performance and influence team strategy to drive continuous improvement
  • Work within a commercial vertical (Employers & Payers) and, in some cases, a geographic region, to drive interest, leads, and new account opportunities to the sales team and support their broader activities
  • Enter calls, activities and customer information into a CRM (Salesforce) and update as needed to keep all stakeholders informed
  • Use a combination of cold calls (~30 per day), cold emails, LinkedIn messaging and other outbound communication methods to reach your target audience and schedule the required number of monthly sales interactions
  • Establish personal connections with clinical, executive and HR/Benefits leaders to open new pipeline opportunities and schedule meetings for Key Account Directors
  • Use sales and marketing automation tools to enhance exposure within target accounts, measure inbound and outbound activities, and monitor effectiveness of personal sales activity
  • Achieve goals for sales activities, including outbound calls made, new prospects identified, meetings scheduled and meetings completed
  • Meet SLA’s and demonstrate diligence in following up on responses from prospects and persistence in making multiple attempts to each prospect for improved response rates
  • Provide market feedback on competitive activity, pricing, and other industry trends to marketing and sales stakeholders
  • Contribute the company culture by embracing and enhancing company values

Your Background Should Include

  • BS/BA degree; preferably with a business, marketing, or healthcare major and 8 or more years of relevant work experience.
  • Minimum 8 years inside sales preferred with 3 years of supervisory experience preferred.
  • Field sales experience within pharmaceutical, biotechnology, or lab sales and/or ideally selling into HR & Benefits leaders within self-insured employers, health systems, life insurance and health plan companies is preferred.
  • Demonstrated ability to effectively manage and lead a team to achieve performance goals.
  • Strong problem-solving and decision-making abilities, with the capacity to make sound judgements in high-pressure situations.
  • Superior verbal and written communication skills.
  • Demonstrated ability to communicate complex information into an “elevator pitch” to get someone’s attention and persuade them to take action.
  • Experience with sales and prospecting tools, such as Salesforce, Outreach, LinkedIn Sales Navigator and Apollo.io
  • Travel as necessary (~20%)
The expected, full-time, annual base pay scale for this position is $108,000 to $135,000. Actual base pay will consider skills, experience, and location.
Based on the role, colleagues may be eligible to participate in an annual bonus plan tied to company and individual performance, or an incentive plan. We also offer a long-term incentive plan to align company and colleague success over time.
In addition, GRAIL offers a progressive benefit package, including flexible time-off, a 401k with a company match, and alongside our medical, dental, vision plans, carefully selected mindfulness offerings.
GRAIL is an Equal Employment Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status. We will reasonably accommodate all individuals with disabilities so that they can participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. GRAIL maintains a drug-free workplace.