Regional Sales Director, Oncology Sales
The Regional Sales Director (RSD) is responsible for leading, coaching, and developing a group of Account Executives and Account Managers dedicated to meeting and exceeding business objectives. The RSD leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical and nursing personnel among others. Oversee the hiring, training and coaching, performance management. Coaches on efficient and effective account targeting, collaboration, and coverage.
Essential Duties and Responsibilities:
- Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the Region /
- Structure detailed strategic plans for gaining and retaining new and existing clients.
- Hire, lead, coach, performance manage a team of Account Executives and Account Managers
- Implement laboratory services agreements (LSA’s) with bill account institutions
- Effectively collaborate and coordinate with all cross functional partners to ensure 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 competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
- Monitor performance of sales to ensure objectives are met
- Develop and implement a comprehensive business plan for the territory that will be inclusive budgets, travel, territory management, goal setting, etc.
- Embrace, always embody and represent the Guardant Health company culture to external and internal constituents
- Frequent travel (> 50%) throughout the territory as needed
Requirements:
- 2 years of competitive people leadership experience with a history of strong results and high-performing team culture or completion of Leadership Development curriculum [this part can be edited/moved based on the need of the specific vacancy]
- 3+ years of competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.) with a history of strong performance
- Documented history of leading and/or influencing a team to meet business objectives
- Proven ability to motivate and lead others while supporting/driving a culture of performance, positivity, integrity, inclusion, teamwork, and respect
- Demonstrated ability to analyze a business, identify insights, develop strategies, and build/execute a tactical plan
- Strong verbal and written communication skills
- Ability to handle sensitive information and maintain a very high level of confidentiality
- Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
- Demonstrated proficiency with all Microsoft Office products – particularly Excel and PowerPoint
- 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 and trust
Preferred:
- Reside in the Region, or within 50 miles of the Region boundary
- 5+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
- 5+ years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and/or large oncology practices.
- Ability to coach and lead a team to engage customers in a consultative process that overcomes objections and indifferences while connecting client needs with GHI capabilities
- Proven track record of engaging, selling, negotiating with customers at all levels, including 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
- Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
- Strong track record of leading, developing, coaching strategic and collaborative sales account plans
- Ability to work effectively with minimal direction from, or interface with, manager
- Effective and regular utilization of Salesforce.com
Education: Bachelor's degree with life science/biology preferred
AI & Digital Fluency
- Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.
Hybrid Work Model:This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.
The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need.
Primary Location: Remote-USA-CA
Primary Location Base Pay Range: $185,400 - $254,900
Other US Location(s) Base Pay Range: $185,400 - $254,900
If the role is performed in Colorado, the pay range for this job is: $185,400 - $254,900
Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.
