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Oncology Sales Representative

2 months ago

Buffalo, New York, United States Guardant Health Full time
About the Role:

This is an exciting opportunity to join the growing Oncology Sales commercial team at Guardant Health as an experienced field-based Account Executive and work hand in hand with sales leadership to drive market sales strategy and business expansion for Oncology healthcare providers and offices.

The field-based Account Executive - Oncology Sales are responsible for the effective promotion of our liquid biopsy products and for identifying new opportunities to build relationships with healthcare practices, cancer centers, IDNs, and academic medical centers within the assigned territory.

This position will act with urgency, drive, and passion to deliver best-in-class oncology diagnostic products and services for cancer patients.

Key Responsibilities:
  • Drive Strategic Business Expansion: Collaborate with sales leadership to develop and execute strategic plans for gaining and retaining new and existing clients, focusing on major U.S. cancer centers and clinics, top 20 largest oncology practices in the territory, Key Opinion Leaders (KOLs), and Academic Medical Centers (AMCs).
  • Maximize Client-Bill Contracting Opportunities: Structure detailed plans to maximize client-bill contracting opportunities and implement laboratory services agreements (LSA's) with bill account institutions.
  • Collaborate with Sales Team: Work effectively with all sales positions (Head of Sales, RSD's, DSM's, SAM's, and AE's) to ensure the successful attainment of company goals and objectives.
  • Promote Compliance: Promote and drive compliance with new web-based molecular information tools for all clients.
  • Competitive Landscape Analysis: Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership.
  • Performance Monitoring: Monitor the performance of sales to ensure objectives are met.
  • Business Planning: Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc.
  • Cross-Functional Relationships: Develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
Requirements:
  • Experience: 2-3 years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
  • Industry Knowledge: 3-5 years of experience working with major cancer centers and clinics, oncology GPO's, large health systems, IHDN's, and large oncology practices.
  • Revenue Generation: Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical, or relevant biotechnology company.
  • Integrated Solution: Ability to provide an integrated MolDx solution using Guardant Health's next generation sequencing technology to prospects and customers.
  • Sales Skills: Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities.
  • Communication: Comfortable communicating, presenting, selling at the executive level (CEO, COO, CFO).
  • Market Knowledge: Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space.
  • Problem-Solving: Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks while managing critical deadlines.
  • Product Knowledge: Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape.
  • Customer Service: Excellent negotiation and customer service skills.
  • Strategic Planning: Outstanding strategic sales account planning skills.
  • Confidentiality: Ability to handle sensitive information and maintain a very high level of confidentiality.
  • Closing Abilities: Demonstrate consistent closing abilities throughout the sales cycle.
  • Communication Skills: Impeccable oral and verbal communication and presentation skills.
  • Technical Skills: Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint.
  • Relationship Building: Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
  • Autonomy: Ability to work effectively with minimal direction from, or interface with, manager.
  • Problem-Solving: Problem solving, decision making, and technical learning.
  • Administrative Skills: Strong administrative skills and sophistication to manage business in complex environments.
  • Company Values: Demonstrate GHI's Values by acting with integrity, respect, trust, and possessing a very positive attitude and an understanding of the dynamics involved with organizational growth and change.
  • Travel: Frequent travel (> 50%) throughout the territory as needed.
Education:

B.S. in life science, biology, business, or marketing preferred.