Full-Time Regional Sales Director

Regional Sales Director (RSD) is responsible for leading, coaching, and developing a group of Account Executives and Account Managers to meet and exceed business objectives.

Leads the implementation of regional strategies for the promoted product line.

Customers include office-based physicians, medical directors, key medical and nursing personnel.

Oversees:

• Hiring
• Training
• 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, and 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.
• Continuously 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, embody, and represent the Guardant Health company culture to external and internal constituents.
• Frequent travel (> 50%) throughout the territory as needed.

Requirements:

• 2+ years competitive people leadership experience with a history of strong results and high-performing team culture or completion of Leadership Development curriculum.
• 3+ years competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.).
• 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.
• Positive attitude and understanding of organizational growth and change dynamics.
• Proficiency with all Microsoft Office products – particularly Excel and PowerPoint.
• Ability to develop and utilize cross-functional relationships.
• Ability to work effectively with minimal direction.
• Problem-solving, decision-making, and technical learning skills.
• Strong administrative skills and sophistication.
• Demonstrate GHI values.

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.
• 5+ years 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.
• Proven track record of engaging, selling, negotiating with customers at all levels.
• 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 tasks.
• Maintaining market, customer, distribution, and product knowledge.
• Strong track record of leading, developing, coaching strategic and collaborative sales account plans.
• Effective and regular utilization of Salesforce.com.

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