Account Executive - Screening (Rancho Cucamonga, Pomona, Chino)

As an Account Executive - Screening at Guardant Health, your main responsibilities include promoting the SHIELD test to healthcare providers, meeting and exceeding sales goals, and developing strategic partnerships with primary care practices. You'll also create and implement business plans aligned with Guardant Health's brand strategy and manage training for specimen collection processes. Additionally, analyzing the competitive landscape and sharing insights with the commercial team will be crucial for your success.

To qualify for the Account Executive - Screening role at Guardant Health, you should have at least 4 years of relevant experience in customer-facing sales within the healthcare industry. A solid record of meeting or exceeding sales goals, exceptional communication and negotiation skills, and proficiency in CRM tools like Salesforce and Veeva are also essential. Familiarity with diagnostics, specifically blood-based testing, and phlebotomy will give you an extra edge.

Guardant Health is committed to the success of its Account Executives by fostering a collaborative work environment and providing robust training and resources. You'll receive support from sales leadership in developing market strategies and accessing innovative tools that facilitate your sales efforts. The company culture embraces accountability and teamwork, ensuring you have the backing you need to thrive in your role.

The interview process for the Account Executive - Screening position at Guardant Health will likely explore your experience in healthcare sales, your understanding of the oncology landscape, and your ability to engage with healthcare providers. Be prepared to discuss your sales accomplishments, problem-solving skills, and how you approach building relationships in a consultative selling environment. Engaging with both hiring managers and team members will give you a sense of the collaborative culture at Guardant Health.

Effective sales strategies for the Account Executive - Screening role at Guardant Health include establishing strong relationships with healthcare providers, understanding their needs, and clearly articulating how the SHIELD test can benefit their practice. Utilizing insights from market analysis, sharing success stories, and actively collaborating with other departments can help shape your approach. Delivering value through consultative selling and maintaining a high level of product knowledge will also enhance your ability to close deals successfully.

When discussing your sales experience, focus on specific examples where you met or exceeded sales targets in the healthcare industry. Highlight your ability to develop relationships with healthcare providers and share how you used your understanding of their needs to propose solutions. Mention tools and strategies that helped you achieve results, showcasing your knowledge of the market.

Building relationships with healthcare providers requires a genuine, consultative approach. Share your method of understanding their challenges and presenting product solutions that align with their goals. Discuss your communication style and proactive engagement strategies that have helped you establish trust and credibility within their practices.

To exceed sales targets, I prioritize effective planning and a deep understanding of my market. Discuss your experience in setting clear objectives, analyzing competitive landscapes for opportunities, and using data to drive engagement. Emphasize the importance of adaptability and learning from each interaction to refine your approach continually.

Handling objections effectively involves active listening and addressing concerns head-on. Share a specific instance where you encountered an objection, how you responded to it with empathy, and your tactics for turning the situation into a successful sale. Highlight your ability to provide relevant information and connect the provider's needs with your product capabilities.

Teamwork is crucial in achieving sales goals as it fosters collaboration across departments, such as marketing and operations. Discuss how you’ve worked with cross-functional teams in the past to share insights and develop strategies that align with shared objectives. Mention how embracing different perspectives leads to innovative solutions and elevated performance.

Staying informed about industry trends is key to success in any sales role. Discuss your methods for keeping up with the latest developments, such as following industry publications, attending conferences, and engaging with thought leaders online. Emphasize how this knowledge informs your conversations with healthcare providers and enhances your position as a trusted advisor.

When answering this question, focus on your passion for oncology and the innovative solutions Guardant Health offers. Highlight specific aspects of the company's mission and culture that resonate with you, and share how your skills align with their objectives. Express enthusiasm for contributing to early cancer detection and improving patient outcomes through their groundbreaking products.

To evaluate sales performance, I focus on a variety of metrics, including revenue growth, client acquisition rates, and customer retention numbers. Highlight your use of these metrics to guide your strategies and decision-making processes. Additionally, mention how you set personal KPIs to stay motivated and track your progress effectively.

Effective time management in a field-based sales role involves strategic planning and prioritization of tasks. Describe your approach to creating a daily or weekly plan that maximizes in-person meetings, follow-ups, and administrative responsibilities. Discuss tools or techniques you use to stay organized and accountable, ensuring that you meet all deadlines efficiently.

Share your experience using CRM systems, highlighting how you utilize them to track interactions, manage leads, and analyze customer data. Discuss specific features that you find invaluable, such as reporting and data analysis capabilities, and how effectively engaging with these tools has led to improved sales outcomes and customer relationships in previous roles.