The Regional Sales Director is responsible for managing & developing a group of Account Executives dedicated to meeting & exceeding sales objectives. Leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical & nursing personnel among others. Oversee the hiring, training & coaching; performance management. Coaches on efficient & effective account targeting & coverage.
Essential Duties & Responsibilities:
Drive strategic business expansion/collaboration opportunities with the following:
Major U.S. cancer centers & clinics / Top 20 largest oncology practices in the territory
Key Opinion Leaders (KOLs) & Academic Medical Centers (AMCs) within the specified territory.
Structure detailed strategic plans for gaining & retaining new & existing clients.
Manage specified sales territory & individual Account Executives within that territory
Maximize client-bill contracting opportunities
Implement laboratory services agreements (LSA's) with bill account institutions
Collaborate & coordinate with all sales positions (Head of Sales, RSD's, DSM's, SAM's, & AE's) to ensure successful attainment of company goals & objectives
Identify & develop partnering opportunities between prospective oncology clients & GHI.
Promote & drive compliance with new web-based molecular information tools for all clients
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.
Work effectively with individuals across multiple departments throughout GHI
Embrace, embody & represent the Guardant Health company culture at all times to external & internal constituents
Frequent travel ( > 50%) throughout the territory as needed
10+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met & exceeded expectations.
Previous experience managing remote teams
7+ years of experience working with major cancer centers & clinics, oncology GPO's, large health systems, IHDN's, & 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 & customers.
Ability to engage in a consultative selling process that overcomes objections & indifferences while connecting client needs with GHI capabilities
Comfortable selling at the executive level (CEO, COO, CFO)
Keen understanding of the payor & reimbursement environment in the oncology & diagnostic space
Ability to work independently, communicate proactively, manage multiple projects & prioritize daily tasks while managing critical deadlines
Ability to manage small remote teams
Strong understanding of molecular diagnostics for oncology & the evolving competitive landscape
Ability to maintain an outstanding level of market, customer, distribution & product knowledge necessary to accomplish sales & marketing objectives
Excellent knowledge of oncology, hematology, chemotherapeutics & targeted agents
Excellent negotiation & customer service skills
Outstanding strategic sales account planning skills
Superior listening & problem solving skills
Ability to handle sensitive information & maintain a very high level of confidentiality
Demonstrate consistent closing abilities throughout the sales cycle
Possess a very positive attitude & an understanding of the dynamics involved with organizational growth & change
Impeccable oral & verbal communication & presentation skills
Must be very proficient with all Microsoft Office products - particularly Excel & PowerPoint
Effective & regular utilization of Salesforce.com
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
Advanced written & oral communication skills
Strong 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, business or marketing - MBA preferred