Account Executive, San Francisco, CA
7 days ago
This is an exciting opportunity to join the growing Oncology Sales commercial team at Guardant Health as an experienced field-based Account Executive. You will 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.
Essential Duties and Responsibilities:- Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics, top 20 largest oncology practices in the territory, key opinion leaders (KOLs), and academic medical centers (AMCs) within the specified territory.
- Structure detailed strategic plans for gaining and retaining new and existing clients.
- Maximize client-bill contracting opportunities.
- Implement laboratory services agreements (LSA's) with bill account institutions.
- Collaborate and coordinate 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.
- 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 the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership.
- Monitor the performance of sales to ensure objectives are met.
- Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc.
- 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.
- 3-5 years of experience working with major cancer centers and clinics, oncology GPO's, large health systems, IHDN's, and large oncology practices.
- Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical, or relevant biotechnology company.
- Ability to provide an integrated MolDx solution using Guardant Health's next-generation sequencing technology to prospects and customers.
- Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities.
- Comfortable communicating, presenting, 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 daily tasks while managing critical deadlines.
- Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape.
- Ability to maintain an outstanding level of market, customer, distribution, and product knowledge necessary to accomplish sales and marketing objectives.
- Excellent knowledge of oncology, hematology, chemotherapeutics, and targeted agents.
- Excellent negotiation and customer service skills.
- Outstanding strategic sales account planning skills.
- Superior listening and problem-solving skills.
- Ability to handle sensitive information and maintain a very high level of confidentiality.
- Demonstrate consistent closing abilities throughout the sales cycle.
- Impeccable oral and verbal communication and presentation skills.
- Must be very proficient with all Microsoft Office products - particularly Excel and PowerPoint.
- Effective and regular utilization of.
- 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, trust, and possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change.
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