Full-Time Regional Sales Director - Southwest

Regional Sales Director is responsible for managing and developing a team of Account Executives to achieve sales targets.

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, and performance management.

Coaches Account Executives on efficient account targeting and coverage.

Essential Duties and Responsibilities:

1. Drive strategic business expansion/collaboration with:
• Major U.S. cancer centers and clinics
• Top 20 largest oncology practices
• Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs)

1. Structure detailed strategic plans for gaining and retaining clients
2. Manage sales territory and individual Account Executives
3. Maximize client-bill contracting opportunities
4. Implement laboratory services agreements (LSA’s)
5. Collaborate with sales positions (Head of Sales, RSD’s, DSM’s, SAM’s, and AE’s) for successful company goals
6. Identify and develop partnering opportunities
7. Promote compliance with new web-based molecular information tools
8. Analyze competitive landscape and provide customer feedback
9. Monitor sales performance
10. Develop a comprehensive business plan (budgets, travel, territory management, goal setting)
11. Work effectively with individuals across multiple departments
12. Represent Guardant Health culture to external and internal constituents
13. Frequent travel throughout the territory

Experience Requirements:

• 10+ years of direct account management in a molecular diagnostic setting
• 7+ years of experience with major cancer centers, oncology GPO’s, large health systems, IHDN’s, and large oncology practices
• Proven track record of meeting and exceeding sales expectations
• Experience managing remote teams
• Demonstrated measurable revenue generation in diagnostics, pharmaceutical, or biotechnology

Qualifications:

• Provide integrated MolDx solutions
• Engage in consultative selling
• Sell at the executive level (CEO, COO, CFO)
• Understand payor and reimbursement environment
• Work independently, manage multiple projects, and meet deadlines
• Manage small remote teams
• Strong understanding of molecular diagnostics and the competitive landscape
• Maintain market, customer, distribution, and product knowledge
• Excellent knowledge of oncology, hematology, chemotherapeutics and targeted agents
• Outstanding negotiation and customer service skills
• Strategic sales account planning skills
• Superior listening and problem-solving skills
• Handle sensitive information with high confidentiality
• Consistent closing abilities throughout the sales cycle
• Positive attitude and understanding of organizational growth
• Impeccable verbal communication and presentation skills
• Proficient with Microsoft Office (especially Excel and PowerPoint)
• Effective use of Salesforce.com
• Develop and utilize cross-functional relationships
• Advanced presentation skills and business acumen
• Problem solving, decision making, and technical learning
• Advanced written and verbal communication skills
• Strong administrative skills
• Demonstrate GHI's values: integrity, respect, trust

Education

• B.S. in life science, biology, business or marketing - MBA preferred

Salary: $179,200 to $241,920 (USD) - Full-time

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