Area Director, Health Systems - Screening (Central)

Guardant Health

3d•Hybrid

About The Position

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. Position Summary The Health Systems Area Director leads a regional team responsible for accelerating revenue growth and scalable adoption of Shield and Guardant Health’s portfolio across prioritized Regional IDNs and Organized Customer Groups. This role directly manages Directors, Health Systems – Regional Accounts and Solution Success Managers, turning complex health system dynamics into clear account strategies and execution plans that drive measurable outcomes. This role is accountable for account-level strategy across the assigned book of business, not broader regional business strategy. The Area Director sets the operating rhythm, develops seller capability, drives cross-functional alignment, surfaces risks early, and consistently delivers results while motivating the behaviors that build a high-performance, customer-first culture. Success requires strong understanding of the broader healthcare ecosystem and the forces shaping health system decisions.

Requirements

5+ years of experience in first-line leadership of healthcare commercial Account Managers, engaging with C-suite and D-suite executives.
Proven success driving diagnostics adoption within complex health systems/IDNs.
Experience enabling workflow change and/or EMR-supported implementation.
Strong executive communication skills and comfort engaging senior stakeholders.
Track record of consistent performance, forecasting discipline, and operational excellence.
Commitment to compliance, integrity, and collaborative team success.
Highly organized, proactive communicator with advanced project management capabilities.
Proficiency with Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred).
Bachelor’s degree in Life Sciences, Biology, Business, Marketing, or related field (preferred).

Nice To Haves

MBA preferred.

Responsibilities

Own account-level strategy and performance across assigned priority health systems, translating direction into weekly actions that consistently deliver revenue and adoption results.
Set clear expectations and performance standards, driving goal attainment and motivating the team to achieve and exceed targets through positive reinforcement, recognition, and accountability.
Establish account prioritization and investment strategy across the book of business, including where to focus on pilots versus scale and how to sequence stakeholders, sites, and workflows to drive system-wide adoption.
Coach and develop Directors, Health Systems – Regional Accounts through a defined competency model, regular field coaching, and rigorous account/opportunity reviews that improve conversion and execution quality.
Convert health system complexity into execution opportunity by understanding governance, incentives, workflows, stakeholders, and barriers, and translating insights into concrete next steps.
Ensure strategic account plans are robust and current, including stakeholder mapping, governance pathways, value hypotheses, and rollout roadmaps.
Drive Shield adoption from pilots to enterprise scale through workflow development, EMR enablement support, training coordination, and multi-site governance.
Own measurement discipline by ensuring success metrics are defined, tracked, and advanced through customer QBRs/MBRs.
Run internal account QBRs and follow the governance rhythm to align cross-functional owners, remove barriers fast, and keep execution tight.
Identify risks early and communicate clearly up the organization with mitigation plans and timely escalations.
Maintain working fluency in the healthcare ecosystem shaping account decisions, including policy impact, quality frameworks, value-based care and risk-based contracting structures, translate these into account strategy, stakeholder mapping, and metric plans.
Coordinate cross-functionally (Sales, Medical, Market Access/Reimbursement, Informatics/IT enablement, Marketing, Sales Ops, Legal/Compliance, and teams supporting policy/payer/advocacy insights) to deploy resources and ensure compliant, aligned execution.
Maintain CRM hygiene, forecasting rigor, and documentation quality; reinforce best practices and share insights across the region and broader team.
Represent Guardant Health’s mission, culture, and values to internal and external stakeholders.
Adhere to all Compliance, Regulatory, and Quality Management System (QMS) policies.
Travel up to 50% within territory, with occasional regional or national meetings.
Meet all applicable customer access requirements.