Tennessee Regional Sales Director - Screening

Company Description

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 Screening Team is a dedicated organization inside of Guardant Health focused on the development and commercialization of the early cancer detection portfolio. The Screening Team’s singular focus on bringing our early cancer detection products to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the millions of individuals who can benefit from early cancer detection.

About the Role

The field‑based Regional Sales Director, Screening Team is responsible for leading a team of Account Executives within a designated region. The Regional Sales Director (RSD) is responsible for the effective promotion of SHIELD to general practice providers and their practices within the designated area. The Regional Sales Director will recruit, hire, coach, develop, and lead the Account Executives for the launch and promotion of SHIELD.

Responsibilities

• Prospect and target to identify a region early adopter list and generate adoption of SHIELD
• Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements that support your region
• Initiate and secure lab service draw agreements, establish strong partnerships and manage the relationship with your teams
• Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers in assigned region
• Successfully manage 8-12 direct reports including the recruitment and selection of highly qualified Account Executives, ensuring effective coaching and development of the sales force
• Demonstrate effective leadership; drive effective and successful performance through coaching, motivating and inspiring team of Account Executives; provide clear expectations, ongoing feedback and opportunities for continuous development
• Manage the assigned region’s sales targets and maintain ongoing reporting of progress with management team
• Successfully forecast and achieve quarterly and annual sales goals
• Ensure the effective use of sales process and approved product marketing and product promotion material by regional sales force. Model and share best practices nationally
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within designated area
• Develop and implement a comprehensive business plan for the region that will be inclusive budgets, travel, territory management, goal setting, etc
• Collect ongoing customer insights, market trends and competitive data from sales force and communicate to leadership and peers
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms which are relevant to customers
• Effectively collaborate with Key Account Managers and commercial team members to optimize business performance within health systems within assigned area
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside of the team is taking place
• Demonstrate GHI's Values by acting with integrity, respect, trust and possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Leverage Medical Science Liaisons, Account Executives and other Company resources as necessary to provide the necessary technical, clinical and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations
• Leads and is engaged in regional and national projects. Participate on cross functional headquarter projects having a positive business and/or culture impact. May serve as the back up to the National Sales Director(s)
• Mentors' individuals within or outside the commercial organization
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork
• Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies and guidelines
• Must meet customer access requirements
• This is a field-based role. Travel with direct reports in order to observe and provide training and coaching. Ability to travel approximately 75% of working time within assigned area and some travel outside of assigned area for regional or national meetings

Experience

• 7+ years of direct experience in a customer-facing sales role in a medical, diagnostic or med device with a history of 1) consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceeded expectations
• 3+ years of experience in a sales leadership/Sales management capacity. Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.
• Proven Experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices.
• Experience in a sales leadership role during a product launch.
• Outstanding influencing, interpersonal and networking skills to drive successful relationship building.
• Demonstrated ability to effectively coach and educate others.
• Establish Reach and frequency, high decile healthcare provider targeting and production/coverage experience.
• Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales force metrics.
• Impeccable oral and verbal communication and presentation skills; Superior listening and problem-solving skills
• Excellent negotiation, problem-solving and customer service skills; Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities
• Proven ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Outstanding strategic business analysis and planning skills.
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines; Ability to work effectively with minimal direction from, or interface with, manager
• Strong administrative skills and sophistication to manage business in complex environments
• Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
• Effective and regular utilization of Salesforce.com
• Experience using/coaching to different sales methodology

Preferred Qualifications

• Proven Experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices
• Experience in a sales leadership role during a product launch
• Experience using/coaching to different sales methodology

Education

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

Hybrid Work Model

This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has 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. 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.

Accommodations

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 View email address on click.appcast.io. A background screening including criminal history is required for this role.

Equal Opportunity

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.

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