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Guardant Health // rare-cell diagnostics
Sales, Full Time       Posted: Wednesday, July 10, 2019
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  Company Description

Guardant Healthis a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood tests, vast data sets & advanced analytics.The Guardant Health Oncology Platform is designed to leverage our capabilities in technology, clinical development, regulatory & reimbursement to drive commercial adoption, improve patient clinical outcomes & lower healthcare costs.
In pursuit of our goal to manage cancer across all stages of the disease,Guardant Healthhas launched two liquid biopsy-based tests, Guardant360 & GuardantOMNI, for advanced stage cancer patients, & is developing programs for recurrence & early detection, called Project LUNAR. Since its launch in 2014, Guardant360 has been used by more than 5,000 oncologists, over 40 biopharmaceutical companies & all 27 of the National Comprehensive Cancer Network centers.

Job Description

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

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


Additional Information

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

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