Gulf Coast Regional Sales Leader

2 weeks ago

Naples, Florida, United States Guardant Health Full time
Job Overview

The Director of Regional Sales is tasked with overseeing and nurturing a team of Account Executives focused on achieving and surpassing sales targets. This role involves leading the execution of regional strategies for the designated product line. Key customers include office-based healthcare providers, medical directors, and essential medical and nursing staff.

Key Responsibilities:

  • Foster strategic business growth and collaboration opportunities with:
  • Prominent cancer treatment centers and clinics / Leading oncology practices in the region
  • Influential Opinion Leaders (KOLs) and Academic Medical Institutions (AMIs) within the designated area.
  • Develop comprehensive strategic plans for acquiring and retaining both new and existing clients.
  • Oversee the assigned sales territory and manage individual Account Executives within that area.
  • Optimize client-billing contracting opportunities.
  • Implement laboratory service agreements (LSAs) with billing account institutions.
  • Collaborate with all sales roles (Head of Sales, Regional Sales Directors, District Sales Managers, Strategic Account Managers, and Account Executives) to ensure the successful achievement of company objectives.
  • Identify and cultivate partnership opportunities between potential oncology clients and Guardant Health.
  • Promote and ensure adherence to new web-based molecular information tools for all clients.
  • Continuously assess the competitive landscape and environment within assigned accounts to identify trends and relay customer feedback to Guardant Health leadership.
  • Monitor sales performance to ensure targets are met.
  • Create and execute a detailed business plan for the territory, encompassing budgets, travel, territory management, and goal setting.
  • Work effectively with various departments across Guardant Health.
  • Exemplify and represent the Guardant Health company culture at all times to both external and internal stakeholders.
  • Frequent travel (over 50%) throughout the territory as required.
Qualifications

Required Qualifications:

  • Over 10 years of direct account management experience in a molecular diagnostics environment with a proven track record of exceeding performance expectations.
  • Prior experience managing remote teams.
  • At least 7 years of experience collaborating with major cancer centers and clinics, oncology group purchasing organizations, large healthcare systems, integrated healthcare delivery networks, and significant oncology practices.
  • Demonstrated measurable revenue generation in a diagnostic, pharmaceutical, or relevant biotechnology setting.

Preferred Qualifications:

  • Ability to provide an integrated MolDx solution utilizing Guardant Health's advanced sequencing technology to prospects and clients.
  • Proficient in a consultative sales approach that addresses objections and aligns client needs with Guardant Health's capabilities.
  • Comfortable engaging with executive-level stakeholders (CEO, COO, CFO).
  • Strong understanding of the payer and reimbursement landscape in oncology and diagnostics.
  • Ability to work autonomously, communicate proactively, manage multiple projects, and prioritize tasks effectively while meeting critical deadlines.
  • Competence in managing small remote teams.
  • Deep understanding of molecular diagnostics in oncology and the evolving competitive landscape.
  • Ability to maintain a high level of market, customer, distribution, and product knowledge necessary to achieve sales and marketing objectives.
  • Excellent knowledge of oncology, hematology, chemotherapeutics, and targeted therapies.
  • Strong negotiation and customer service skills.
  • Exceptional strategic sales account planning abilities.
  • Superior listening and problem-solving skills.
  • Capacity to handle sensitive information with a high degree of confidentiality.
  • Proven ability to close deals throughout the sales cycle.
  • Positive attitude and understanding of the dynamics of organizational growth and change.
  • Excellent oral and written communication and presentation skills.
  • Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
  • Effective and regular utilization of analytical tools.
  • Ability to develop and leverage cross-functional relationships to achieve work goals.
  • Advanced presentation skills and business acumen are essential.
  • Capability to work effectively with minimal supervision.
  • Strong problem-solving, decision-making, and technical learning skills.
  • Strong administrative capabilities to manage business in complex environments.
  • Demonstrate Guardant Health's values by acting with integrity, respect, and trust.

Education:

Bachelor’s degree in life sciences, biology, business, or marketing; MBA preferred.

Additional Information

The US base salary range for this full-time position is $152,000 to $205,200. This range does not include benefits, and if applicable, bonuses, commissions, or equity. The displayed range reflects the minimum and maximum target for new hire salaries across all US locations for the posted role.

Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Employees may be required to lift routine office supplies and use office equipment. Most work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard materials in laboratory settings. Ability to sit for extended periods is necessary.

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