Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood tests, vast data sets & advanced analytics. Its Guardant Health Oncology Platform is designed to leverage its capabilities in technology, clinical development, regulatory & reimbursement to drive commercial adoption, improve patient clinical outcomes & lower healthcare costs. In pursuit of its goal to manage cancer across all stages of the disease, Guardant Health has launched multiple liquid biopsy-based tests, Guardant360 & GuardantOMNI, for advanced stage cancer patients, which fuel its LUNAR development programs for recurrence & early detection. Since its launch in 2014, Guardant360 has been used by more than 6,000 oncologists, over 50 biopharmaceutical companies & all 27 of the National Comprehensive Cancer Network centers.

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.
• 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

About You

• 2-3 years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met & exceeded expectations.
• 3-5 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 communicating, presenting, 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
• 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
• 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.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making & technical learning
• Strong administrative skills & sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect, trust & Possess a very positive attitude & an understanding of the dynamics involved with organizational growth & change
• Frequent travel ( > 50%) throughout the territory as needed

Education:

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

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