Full-Time Regional Sales Director (Central Texas)

The Screening Team is a dedicated organization within Guardant Health focused on developing and commercializing early cancer detection products. Their focus allows for speed and urgency to achieve ambitious goals and serve individuals benefiting from early cancer detection.

About the Role: The field-based Regional Sales Director leads a team of Account Executives in a designated region. The Regional Sales Director promotes SHIELD to general practice providers and their practices within the region.

Responsibilities:

• Prospect and target to identify early adopter list and generate SHIELD adoption.
• Identify and partner with national, regional, and local labs offering phlebotomy draw agreements. Initiate, secure, and manage lab service draw agreements.
• Build strong relationships with key thought leaders and decision-makers in the assigned region.
• Manage 8-12 direct reports including recruitment, selection, coaching, and development of Account Executives.
• Drive effective team performance through coaching, motivation, and inspiration. Provide clear expectations, ongoing feedback, and continuous development opportunities.
• Manage regional sales targets and report progress to management.
• Forecast and achieve quarterly and annual sales goals.
• Ensure effective use of sales process, product marketing, and promotion materials.
• Manage open territories while recruiting for new personnel.
• Develop a comprehensive business plan for the region (budget, travel, territory management, goal setting).
• Collect customer insights, market trends, and competitive data, and communicate to leadership and peers.
• Leverage product and technical expertise to present benefits to customers.
• Collaborate with Key Account Managers and commercial team members to optimize business performance within health systems.
• Maintain communication and team operating mechanisms for information sharing.
• Demonstrate Guardant Health values (integrity, respect, trust, positive attitude).
• Leverage resources (Medical Science Liaisons, Account Executives) to create competitive differentiation and meet customer expectations.
• Lead and participate in regional and national projects; participate in cross-functional headquarters projects.
• Serve as backup to the National Sales Director(s).
• Mentor individuals within or outside the commercial organization.
• Ensure sales force compliance with Quality, Regulatory, and Company policies.
• Meet customer access requirements.
• Travel approximately 75% within the assigned area, and some travel outside for regional/national meetings.

Experience Requirements:

• 7+ years of direct customer-facing sales experience in medical, diagnostic, or med device industry; consistent closing abilities, and proven performance exceeding expectations.
• 3+ years in sales leadership/management capacity.
• Demonstrated revenue generation at diagnostic, pharmaceutical, or relevant biotechnology company.
• Experience leading sales teams promoting products/services to primary care providers, gastroenterologists, and their practices.
• Experience in a sales leadership role during a product launch.
• Strong influencing, interpersonal, and networking skills.
• Demonstrated ability to coach and educate others.
• Reach and frequency, high-decile healthcare provider targeting, and production/coverage experience.
• Strong critical thinking, analytical, reporting, and sales force metrics tracking skills.
• Excellent communication, presentation, listening, and problem-solving skills.
• Strong negotiation, problem-solving, and customer service skills.
• Superior market, customer, distribution, and product knowledge.
• Outstanding strategic business analysis and planning skills.
• Ability to handle sensitive information and maintain confidentiality.
• Ability to work independently, manage multiple projects, and prioritize tasks with minimal direction.
• Strong administrative skills and sophistication for complex environments.
• Proficiency with Microsoft Office products (especially Excel and PowerPoint).
• Experience with Salesforce.com.

Education: B.S. in life science, biology, business, or marketing is ideal.

Salary Range: $172,000 - $190,000 (US dollars) - This range includes benefits, but excludes any bonuses, commissions, or equity.

Other Considerations: May be required to lift supplies, operate office equipment, and work in office or laboratory environments.

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