Regional Sales Director - Indiana & Chicago - Oncology Sales

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer. For more information, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook.

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

• 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

Hybrid Work Model: At Guardant Health, we have 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 US base salary range for this full-time position is $179,200 to $246,400. The range does not include benefits, and if applicable, bonus, commission, or equity. The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role with the exception of any locations specifically referenced below (if any).

Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training. If you are selected to move forward, the recruiting team will provide details specific to the factors above.

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.

Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. If you need support, please reach out to [email protected]

Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

Please visit our career page at: http://www.guardanthealth.com/jobs/