Inside Sales Representative - Provider Channel (West) #3944

Our mission is to detect cancer early, when it can be cured. We are working to change the trajectory of cancer mortality and bring stakeholders together to adopt innovative, safe, and effective technologies that can transform cancer care.

We are a healthcare company, pioneering new technologies to advance early cancer detection. We have built a multi-disciplinary organization of scientists, engineers, and physicians and we are using the power of next-generation sequencing (NGS), population-scale clinical studies, and state-of-the-art computer science and data science to overcome one of medicine’s greatest challenges.

GRAIL is headquartered in Menlo Park, California, with locations in Washington, D.C., North Carolina, and the United Kingdom. It is supported by leading global investors and pharmaceutical, technology, and healthcare companies.

For more information, please visit grail.com.

GRAIL is seeking an Inside Sales Representative (ISR) for the Provider Business Unit. The ISR - Provider BU will report directly into the Manager - Inside Sales, Enterprise Organization with a dotted line relationship to the relevant Provider Business Unit Area Director, who will provide day-to-day business direction related to the ISR core objective to support ongoing growth in active prescribers and accession volume for the Provider Channel.

The primary role of the ISR is to expand the engagement capacity of the Provider BU sales team by engaging directly with providers and their staff to educate, on-board, and pull-through demand for Galleri tests. ISRs will focus on three core activities in support of Area business goals: 1) coverage of ordering providers and inbound leads within Area whitespace territory (zip codes not covered by a GGC territory), 2) qualifying inbound leads from marketing and other sources, and passing high potential leads to GGCs where appropriate and 3) generating new leads for GGCs amongst targeted, non-user providers within GGC covered territories. In addition to these core responsibilities, ISRs may be responsible for additional call activity in support of other Area business goals (e.g. speaker program recruiting and follow-up) at the request of their aligned Area Director.

Customer engagements are 100% virtual, completed via phone and/or video conference. Any required in-office activity will be passed to the GGC and the GGC team as needed.

ISRs should live within their respective Area boundaries in order to facilitate effective customer and Area engagements.

The West Area ISR should live in Pacific or Mountain time zones and work primarily on Pacific time.

The Northeast ISR should live and work on Eastern time.

The South Central ISR should live and work on either Central or Eastern time.

Occasional travel may be required for National/Regional/District sales meetings and other team meetings (approximately 1-2 times quarterly).

This role is for our West Area - you must currently live in this area to be considered a candidate for this role.

Responsibilities

• Engage ordering providers and office staff within Provider Area whitespace to educate staff on Galleri and the unmet need for MCED, maintain high awareness, and ensure appropriate pull-through of accession volume within ordering practices
• 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
• Provide service support for active prescribers in white space including kit supply, implementation needs, and ongoing AI resolution with Customer Service.
• Field inbound leads from within whitespace to onboard new provider accounts
• Qualify inbound leads for GGCs from marketing and other sources, in order to assess interest and create initial demand before passing high potential leads to GGCs where appropriate 
• Generate new leads for GGCs amongst targeted, non-user providers within GGC covered territories
• Provide support and flexible call capacity in support of other strategic Area business goals (e.g. speaker program recruiting and follow-up, re-engagement of dormant providers, etc.) at the request of their aligned Area Director.
• Support marketing and sales team to increase efficiency and effectiveness of the lead funnel and increase the pace of active prescriber growth

• BS/BA degree. Preferably with business, marketing, or healthcare major
• Minimum 2 years inside sales or 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 - not required
• 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 ZoomInfo
• Occasional travel may be required for National/Regional/District sales meetings and other team meetings (approximately quarterly)

The expected, full-time, annual base pay scale for this position is $67-$79K. 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.