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Guardant Health focused on rare-cell diagnostics
Sales, Full Time       Posted: Thursday, December 06, 2018
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  Company Description

We believe conquering cancer is a big data problem. That's why we built the world's leading comprehensive liquid biopsy. This non-invasive tool for accessing & sequencing tumor DNA is used by thousands of oncologists to help tens of thousands of advanced cancer patients. We believe the boom in cancer data acquisition we helped launch will drive important discoveries & new products. We're working on some exciting ones, including in early detection, where the impact on patients can be profound. We've raised more than $500 million from investors including Sequoia Capital, Khosla Ventures, OrbiMed, & SoftBank.

Job Description

About the Role:

The Sales Representative is a seasoned sales professional responsible for leading their geographic territory of Iberia (Spain & Portugal). The selected individual will support the Director of Business Development & Medical Affairs, Europe in building out a customer base & work collaboratively & in conjunction with all levels of the International business unit to ensure successful attainment of established goals & objectives.

Essential Duties & Responsibilities:

  • Drive strategic business expansion/collaboration opportunities with the following:

o Major Iberia cancer centers & clinics / Top 30 largest oncology practices in the territory

o Key Opinion Leaders (KOLs) & Academic Medical Centers (AMCs) within the specified territory

o Support physicians at major consortia opportunities as directed

o Expand customer utilization for commercial product after existing or new clinical trials have stopped recruitment

o Develop attractive utilization programs for physicians to grow clinical use

o Identify Pharma sponsored trail opportunities through KoLs

· Structure detailed strategic plans for gaining & retaining new & existing clients.

· Implement laboratory services agreements (LSA's) with direct bill account institutions.

· Collaborate & coordinate with all EU positions to ensure successful attainment of company goals & objectives.

· Continually analyze competitive landscape & environment within assigned accounts to determine trends & provide customer feedback to GHI leadership.

· Monitor performance of sales to ensure objectives are met.

· Develop & implement a comprehensive business plan for the territory that will be inclusive budgets, travel, territory management, goal setting, etc.

· Embrace, embody & represent the Guardant Health company culture at all times to external & internal constituents.


· Candidate must have 3-5 years of experience working with major cancer centers & clinics, oncology GPO's, large health systems, IHDN's, & large oncology practices.

· Proven track record selling pharmaceutical and/or laboratory developed tests.

· Experience in selling CDx & understanding drug/Dx dynamics for adoption & reimbursement preferred

Proven Ability to engage in a consultative selling process within a hospital system that overcomes objections & indifferences while connecting client needs with GHI capabilities.

· Keen understanding of the payor & reimbursement environment in the oncology & diagnostic space in Spain.

· Ability to work independently, communicate proactively, manage multiple projects & prioritize daily tasks while managing critical deadlines.

· Strong clinical understanding of molecular diagnostics for oncology & the evolving competitive landscape.

· Excellent clinical knowledge of oncology, hematology, chemotherapeutics & targeted agents.

· Proven negotiation & customer service skills.

· Outstanding strategic sales account planning skills.

· Superior listening & problem solving skills.

· Impeccable oral & verbal communication & presentation skills in English & Spanish (Portuguese optional).

· Advanced written communication skills.

· Must be very proficient with all Microsoft Office products - particularly Excel & PowerPoint.

· Effective & regular utilization of

· Ability to develop & utilize cross-functional relationships to facilitate the accomplishment of work goals & objectives.

· Advanced presentation skills & business acumen a necessity.

· Ability to work effectively with minimal direction from, or interface with, manager.

· Problem solving, decision making & technical learning.

· Proven administrative skills & sophistication to manage business in complex environments.

· Demonstrate GHI's Values by acting with integrity, respect & trust


· B.S. in life science, biology, medicine or pharma.

Other Details

  • Frequent travel ( > 50%) throughout the territory as needed.
  • Attendance to national & international congresses & meetings as needed
  • Attendance at mandatory US- functions & meetings
  • Standing or sitting for long periods of time may be necessary.


Additional Information

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

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