Director, Key Accounts

Summary

Join Guardant Health as a Key Account Director and play a pivotal role in coordinating sales activities across top accounts, academic medical centers, IDNs, and GPOs. This national position requires assessing customer interest, utilization, and clinical benefits of Guardant Health's services. You will interact with the national field team, implement contracts, educate clients, and manage enterprise-level account management. The role involves developing and implementing strategic market access initiatives, working cross-functionally with internal stakeholders, and overseeing company-wide initiatives. Strategic evaluation of complex scenarios and development of annual business plans are key responsibilities. You will share market trends with leadership, participate in industry events, and potentially lead cross-functional teams on projects.

Requirements

• Travel up to 50% of the time
• Apply advanced knowledge of the biotechnology, diagnostics and pharmaceutical industry
• Apply advanced knowledge of company product specifications
• Possess intermediate-to-advanced knowledge of the following computer software programs: Microsoft Office: Powerpoint, Excel, and Word
• Work independently and remotely while maintaining a strong teamwork ethic
• Be multi-dimensional in abilities to work on simultaneous tasks, work cross-team and at different levels of the organization, whether internal or external relationships to the organization
• Be self-directed, intrinsically motivated, flexible to changes in an ever changing dynamic environment
• Possess strong problem-solving skills, good attention to detail, time management skills and personal initiative
• Possess exceptional human relations skills to coordinate the accomplishment of tasks through other people
• Possess outstanding oral presentation skills
• Possess highly developed written skills, the ability to produce documents for dissemination both inside and outside the organization for presentations, technical briefs and scientific publications
• Possess excellent proofreading skills, with the ability to proof for proper grammar, spelling, punctuation, and formatting of documents
• Have 7 to 10 years of diagnostic laboratory or anatomic pathology physician sales, Hospital Systems Account Management, Strategic Account Management, or pharmaceutical Key Accounts and contracting experience
• Have 6 plus years of experience in one or more of the following areas related to pharma/biotech: Sales, Hospital Systems Account Management preferably in the life sciences and/or pharma/biotech industry Sales Leadership or Account Management experience
• Possess excellent project management skills with the ability to manage complex projects with resources across functional teams, including vendors
• Possess strong analytical, technical and creative problem-solving skills
• Possess excellent communication and interpersonal skills
• Be an exemplary team player that can work effectively with colleagues at all levels within the organization
• Be able to work independently and with a sense of urgency to meet timelines
• Have a Bachelor’s degree in life sciences or business related field

Responsibilities

• Assess the initial interest, utilization and clinical benefits of working with Guardant Health to help business and growth objectives
• Interact with national field team
• Implement contracts
• Educate internal/external clients
• Enable novel approaches to gain access to our testing services
• Manage on-going enterprise level account management related to EMR integration and optimization
• Create, develop and continuously manage local, regional and national corporate relationships with IDN’s and GPO’s
• Develop and implement innovative strategic market access initiatives to enable broader access to Guardant Health tests with IDN’s, GPO’s, academic medical centers, and other Key National/Regional accounts
• Work cross-functionally with Guardant Health internal stakeholders and Field Sales Leadership to develop alignment around strategies for securing access to our testing platforms with prioritized groups
• Oversee coordination of company-wide initiatives related to Key Accounts, IDN and GPO communication, and operational efficiency
• Be accountable for strategic evaluation of complex scenarios that require interpretation on a wide variety of issues related to business objectives, varying laws/regulations, etc
• Develop and maintain annual business plans to secure, implement and manage key corporate IDN, GPO and other strategic relationships, including targeting, development of key decision makers, economic modeling, clinical data collection, utilization and evaluation
• Share evolving geographic GPO, IDN and healthcare reform-related trends with the commercial leadership team to identify and create strategic plans and new opportunities to expand customer partnership relationships
• Participate in sales meetings, seminars, industry conferences, and trade shows to gain laboratory market intelligence and to leverage new contractual relationships
• Lead cross-functional teams or projects (examples: Mobile Phlebotomy Program Management, Portal Upgrades and Implementation, and other novel projects to enable access to our world class diagnostic tests)
• Serve on other work groups or committees as requested
• Participate in sales training initiatives with regional and national sales teams
• Participate in customer meetings where and when appropriate
• Participate in customer strategy and market research activities
• Perform other duties as assigned by the Vice President of US Oncology Sales

Preferred Qualifications

• Have an MBA
• Have experience in developing plans and measures, liaising with and engaging cross function and exposure in technical project management