Regional Sales Director

Summary

Join Guardant Health as a Pathology Regional Sales Director (RSD) and lead a team of Account Executives and Account Managers. You will drive strategic business expansion with major cancer centers and clinics, develop strategic plans for client acquisition and retention, and implement laboratory services agreements. Responsibilities include hiring, training, and coaching your team, collaborating with cross-functional partners, and identifying partnering opportunities. You will also monitor sales performance, develop comprehensive business plans, and represent Guardant Health's culture. Frequent travel is required. This role demands strong leadership, sales, and communication skills, along with experience in the healthcare market.

Requirements

• 2 years of competitive people leadership experience with a history of strong results and high-performing team culture or completion of Leadership Development curriculum
• 3+ years of competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.) with a history of strong performance
• Documented history of leading and/or influencing a team to meet business objectives
• Proven ability to motivate and lead others while supporting/driving a culture of performance, positivity, integrity, inclusion, teamwork, and respect
• Demonstrated ability to analyze a business, identify insights, develop strategies, and build/execute a tactical plan
• Strong verbal and written communication skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Demonstrated proficiency with all Microsoft Office products – particularly Excel and PowerPoint
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect and trust

Responsibilities

• Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the Region
• Structure detailed strategic plans for gaining and retaining new and existing clients
• Hire, lead, coach, performance manage a team of Account Executives and Account Managers
• Implement laboratory services agreements (LSA’s) with bill account institutions
• Effectively collaborate and coordinate with all cross functional partners to ensure successful attainment of company goals and objectives
• Identify and develop partnering opportunities between prospective oncology clients and GHI
• Promote and drive compliance with new web-based molecular information tools for all clients
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
• Monitor performance of sales to ensure objectives are met
• Develop and implement a comprehensive business plan for the territory that will be inclusive budgets, travel, territory management, goal setting, etc
• Embrace, always embody and represent the Guardant Health company culture to external and internal constituents
• Frequent travel (> 50%) throughout the territory as needed

Preferred Qualifications

• Reside in the Region, or within 50 miles of the Region boundary
• 5+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations
• 5+ years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and/or large oncology practices
• Ability to coach and lead a team to engage customers in a consultative process that overcomes objections and indifferences while connecting client needs with GHI capabilities
• Proven track record of engaging, selling, negotiating with customers at all levels, including the executive level (CEO, COO, CFO)
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Strong track record of leading, developing, coaching strategic and collaborative sales account plans
• Ability to work effectively with minimal direction from, or interface with, manager
• Effective and regular utilization of Salesforce.com
• Bachelor's degree with life science/biology preferred

Benefits

The US base salary range for this full-time position is $179,200 to $241,920