National Sales Director- Screening

Guardant Health

1d•$200,000 - $275,000•Remote

About The Position

The National Sales Director is a key leadership role on Guardant Health’s Screening Team, leading primary care sales leadership and the customer-facing sales organization. Reporting to the Vice President of Screening Sales, the role drives adoption and guideline-driven use of Guardant’s early cancer colorectal cancer screening test among primary care physicians and selected other customers. The director hires, coaches, and develops sales leaders who in turn build and lead sales teams focused on primary care physicians. The role helps build the Screening Team, shape its culture, and prepare the organization to launch the screening test. It works with internal stakeholders on sales training content and planning meetings, and with sales operations to support effective field execution. The position evaluates execution metrics, sales trends, and market analysis to provide tactical direction, identify team development needs, and build budgets and resourcing plans. The role is listed as remote in the United States. Employees living within 50 miles of a Guardant facility are required to work onsite on Mondays, Tuesdays, and Thursdays, with work-from-home days for individual-focused work, subject to management and related policies. Travel of up to 75% is required. Most work is performed at a desk or in an office, with possible exposure to high noise levels, fumes, and biohazard material in a laboratory environment. Employees may need to lift routine office supplies, use office equipment, and sit for extended periods.

Requirements

At least 7 years of demonstrated above-average performance, including at least 4 years in a second-line sales leadership role in pharmaceuticals, laboratory, hospital, or diagnostics; primary care experience is preferred.
Experience developing and leading within large sales organizations of 250 or more, building teams, and hiring top talent.
Ability to develop and execute strategic account plans.
Deep understanding of the payer and reimbursement environment in primary care.
Ability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, and meet critical deadlines.
Ability to handle sensitive information and maintain a high level of confidentiality.
Ability to develop and use cross-functional relationships to accomplish work goals and objectives.
Previous experience managing remote teams.
Ability to travel up to 75% of the time.
Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.
A B.S. in life science, biology, business, or marketing is identified as ideal.

Nice To Haves

Experience working with health systems, integrated delivery networks, and large independent practices to embed products into routine patient care.
Advanced degree, such as an M.S. or MBA, is preferred.
Experience in a primary care setting.

Responsibilities

Hire, lead, and develop a sales leadership team that builds a customer-facing structure to support launch of Guardant’s colorectal cancer screening test.
Lead team leaders across customer-facing activities, account management, and direct-to-HCP promotion.
Develop and implement comprehensive business plans, including budgets, territory management, and goal setting, to support business objectives.
Work with Screening stakeholders to inform and shape brand strategy and tactical execution plans.
Analyze the competitive landscape and business environment, identify trends, and provide customer feedback to Guardant Health leadership.
Lead execution of brand strategies across primary care customer-facing teams through field work with salespeople, assessment of selling skills, and analysis of execution metrics, sales results, and customer feedback.
Meet with targeted key opinion leaders and engage key customers as needed to support sales objectives.
Collaborate across departments, including IT, finance, marketing, sales operations, training, and legal, to support customer-facing teams.
Work with the Screening Key Account Management team to support local MSA pull-through and synergies.
Champion compliance and build a culture of compliance across customer-facing activity, including developing and managing phlebotomy partnerships.
Lead with a strategic mindset focused on patients, performance, engagement across the assigned Area and Screening Sales Leadership Team, and the organization’s goal of conquering cancer.
Represent and embody Guardant Health’s company values with internal and external constituents.