Regional Sales Director, Screening Sales

• Full-time

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through 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.

The Screening Team is a dedicated organization inside of Guardant Health focused on the development and commercialization of the early cancer detection portfolio. The Screening Team’s singular focus on bringing our early cancer detection products to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the millions of individuals who can benefit from early cancer detection.

About the Role:

The field-basedRegional SalesDirector is responsible for leading a team of Account Executives within adesignated region. TheRegional SalesDirector (RSD) is responsible for the effective promotion of SHIELD to general practiceproviders and their practices within the designated area. The Regional Sales Director will recruit, hire, coach, develop, and lead theAccount Executives for the launch and promotion of SHIELD.

Responsibilities:

• Prospect and target to identify a region early adopterlist and generate adoption of SHIELD.
• Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements that support your region. Initiate and secure lab service draw agreements, establish strong partnerships and manage the relationship with your teams.
• Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers inassignedregion.
• Successfully manage 8-12 direct reports including the recruitment and selection of highly qualified Account Executives,ensuring effective coaching and development of the salesforce.
• Demonstrate effective leadership; drive effective and successful performance through coaching, motivating & inspiring team ofAccount Executives; provide clear expectations, ongoing feedback and opportunities for continuousdevelopment.
• Manage the assigned region’s sales targets and maintain ongoing reporting of progress with managementteam.
• Successfully forecast and achieve quarterly and annual salesgoals.
• Ensure the effective use of sales process and approved product marketing and product promotion material by regionalsales force.
• Model and share best practicesnationally.
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within designatedarea.
• Develop and implement a comprehensive business plan for the region that will be inclusive budgets, travel, territorymanagement, goal setting,etc.
• Collect ongoing customer insights, market trends & competitive data from sales force and communicate to leadershipandpeers.
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinicalbenefits in terms which are relevant tocustomers.
• Effectively collaborate with Key Account Managers and commercial team members to optimize business performancewithin health systems within assignedarea.
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information isshared and collaboration within and outside of the team is takingplace.
• Demonstrate GHI's Values by acting with integrity, respect, trust and possess a very positive attitude and an understandingof the dynamics involved with organizational growth andchange
• Leverage Medical Science Liaisons, Account Executives and other Company resources as necessary to provide thenecessary technical, clinical and business content to create a competitive differentiation and deliver solutions thatmeet or exceed customerexpectations.
• Leads and is engaged in regional and national projects.
• Participate on cross functional headquarter projects having apositive business and/or cultureimpact.
• May serve as the back up to the National Sales Director(s).
• Mentors'individuals within or outside the commercialorganization.
• Uphold company mission and values through accountability, innovation, integrity, quality, andteamwork.
• Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies andguidelines.
• Must meet customer accessrequirements.
• This is a field-based role.Travel with direct reports in order to observe and provide training and coaching. Ability totravel approximately 75% of working time within assigned area and some travel outside of assigned area for regional ornationalmeetings.
  • 7+ years of direct experience in a customer-facing sales role in a medical, diagnostic or med device with a history of 1)consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceededexpectations
  • 3+ years of experience in a sales leadership/Sales managementcapacity.
  • Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnologycompany.
  • Proven Experience leading sales teams who promote products or services directly to primary care providers,gastroenterologists and theirpractices
  • Experience in a sales leadership role during a productlaunch. Outstanding influencing, interpersonal and networking skills to drive successful relationshipbuilding.
  • Demonstrated ability to effectively coach and educateothers.
  • Establish Reach and frequency, high decile healthcare provider targeting and production/coverageexperience.
  • Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales forcemetrics.
  • Impeccable oral and verbal communication and presentation skills; Superior listening and problem-solvingskills
  • Excellent negotiation, problem-solving and customer service skills; Ability to engage in a consultative selling process thatovercomes objections and indifferences while connecting client needs with GHIcapabilities
  • Proven ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplishsales and marketingobjectives
  • Outstanding strategic business analysis and planningskills.
  • Ability to handle sensitive information and maintain a very high level ofconfidentiality
  • Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goalsandobjectives.
  • Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks whilemanaging critical deadlines; Ability to work effectively with minimal direction from, or interface with,manager
  • Strong administrative skills and sophistication to manage business in complexenvironments
  • Must be very proficient with all Microsoft Office products – particularly Excel andPowerPoint
  • Effective and regular utilization ofSalesforce.com
  • Experience using/coaching to different sales methodology

Education:

B.S. in life science, biology, business or marketing is ideal

The US base salary range for this full-time position is $175,000 to $190,000. The range does not include benefits, and if applicable, bonus, commission, or equity.The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role with the exception of any locations specifically referenced below (if any).

Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training. If you are selected to move forward, the recruiting team will provide details specific to the factors above.

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.Ability to sit for extended periods of time.

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. If you need support, please reach out

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 and will not be discriminated against on the basis of disability.

All your information will be kept confidential according to EEO guidelines.
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