Guardant Health
Regional Sales Director, Carolinas - Oncology Sales
Guardant Health, Charlotte, North Carolina, United States, 28245
Company DescriptionGuardant Health is a leading precision oncology company focused on helping conquer cancer globally through the use of its proprietary tests, vast data sets, and advanced analytics. The Guardant Health oncology platform leverages capabilities to drive commercial adoption, improve patient clinical outcomes, and lower healthcare costs across all stages of the cancer care continuum. Guardant Health has commercially launched Guardant360, Guardant360 CDx, Guardant360 TissueNext, Guardant360 Response, and GuardantOMNI tests for advanced stage cancer patients, and Guardant Reveal for early-stage cancer patients. The Guardant Health screening portfolio, including the Shield test, aims to address the needs of individuals eligible for cancer screening.Job Description
The Regional Sales Director is responsible for managing and developing a group of Account Executives dedicated to meeting and exceeding sales objectives. Leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical and nursing personnel among others. Oversee the hiring, training, coaching, and performance management. Coaches on efficient and effective account targeting and coverage.Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory.Develop detailed strategic plans for gaining and retaining new and existing clients.Manage specified sales territory and individual Account Executives within that territory.Maximize client-bill contracting opportunities.Implement laboratory services agreements (LSAs) with bill account institutions.Collaborate with all sales positions (Head of Sales, RSDs, DSMs, SAMs, and AEs) to ensure successful attainment of company goals and objectives.Identify and develop partnering opportunities between prospective oncology clients and GHI.Promote compliance with new web-based molecular information tools for all clients.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 includes budgets, travel, territory management, and goal setting.Work effectively with individuals across multiple departments throughout GHI.Embrace and represent the Guardant Health company culture at all times.Frequent travel (> 50%) throughout the territory as needed.Qualifications
10+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance.Previous experience managing remote teams.7+ years of experience working with major cancer centers and clinics, oncology GPOs, large health systems, IHDNs, and large oncology practices.Demonstrated measurable revenue generation at a diagnostic, pharmaceutical, or relevant biotechnology company.Additional Qualifications:Ability to provide an integrated MolDx solution using Guardant Health’s next generation sequencing technology.Ability to engage in a consultative selling process that overcomes objections and connects client needs with GHI capabilities.Comfortable selling at 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 tasks.Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape.Excellent negotiation and customer service skills.Outstanding strategic sales account planning skills.Impeccable oral and verbal communication and presentation skills.Proficient with Microsoft Office products – particularly Excel and PowerPoint.Effective utilization of Salesforce.com.Advanced written and oral communication skills.Ability to handle sensitive information and maintain confidentiality.Demonstrate GHI's Values by acting with integrity, respect, and trust.Education
B.S. in life science, biology, business, or marketing – MBA preferred.Additional Information
The US base salary range for this full-time position is $152,000 to $205,200. The range does not include benefits, and if applicable, bonus, commission, or equity. Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status. All your information will be kept confidential according to EEO guidelines.
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The Regional Sales Director is responsible for managing and developing a group of Account Executives dedicated to meeting and exceeding sales objectives. Leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical and nursing personnel among others. Oversee the hiring, training, coaching, and performance management. Coaches on efficient and effective account targeting and coverage.Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory.Develop detailed strategic plans for gaining and retaining new and existing clients.Manage specified sales territory and individual Account Executives within that territory.Maximize client-bill contracting opportunities.Implement laboratory services agreements (LSAs) with bill account institutions.Collaborate with all sales positions (Head of Sales, RSDs, DSMs, SAMs, and AEs) to ensure successful attainment of company goals and objectives.Identify and develop partnering opportunities between prospective oncology clients and GHI.Promote compliance with new web-based molecular information tools for all clients.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 includes budgets, travel, territory management, and goal setting.Work effectively with individuals across multiple departments throughout GHI.Embrace and represent the Guardant Health company culture at all times.Frequent travel (> 50%) throughout the territory as needed.Qualifications
10+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance.Previous experience managing remote teams.7+ years of experience working with major cancer centers and clinics, oncology GPOs, large health systems, IHDNs, and large oncology practices.Demonstrated measurable revenue generation at a diagnostic, pharmaceutical, or relevant biotechnology company.Additional Qualifications:Ability to provide an integrated MolDx solution using Guardant Health’s next generation sequencing technology.Ability to engage in a consultative selling process that overcomes objections and connects client needs with GHI capabilities.Comfortable selling at 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 tasks.Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape.Excellent negotiation and customer service skills.Outstanding strategic sales account planning skills.Impeccable oral and verbal communication and presentation skills.Proficient with Microsoft Office products – particularly Excel and PowerPoint.Effective utilization of Salesforce.com.Advanced written and oral communication skills.Ability to handle sensitive information and maintain confidentiality.Demonstrate GHI's Values by acting with integrity, respect, and trust.Education
B.S. in life science, biology, business, or marketing – MBA preferred.Additional Information
The US base salary range for this full-time position is $152,000 to $205,200. The range does not include benefits, and if applicable, bonus, commission, or equity. Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status. All your information will be kept confidential according to EEO guidelines.
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