Regional Sales Director - Florida North

Guardant Health•Jacksonville, FL

3d•$185,400 - $254,900•Remote

About The Position

Guardant Health is a precision oncology company that provides blood and tissue tests, real-world data, and AI analytics to support cancer screening, recurrence monitoring, and treatment selection. The Regional Sales Director leads, coaches, and develops a team of Account Executives and Account Managers to meet and exceed business objectives and implements regional strategies for the promoted product line. Customers include office-based physicians, medical directors, and key medical and nursing personnel. The role drives strategic business expansion and collaboration with major cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers in the region. It oversees hiring, training, coaching, and performance management; develops regional business plans; supports client relationships and laboratory services agreements; and coordinates with cross-functional partners. The position is based remotely in Florida, with frequent travel of more than 50% throughout the territory. The role is eligible for a hybrid work model subject to management and company policy; U.S. employees living within 50 miles of a Guardant facility must work onsite Mondays, Tuesdays, and Thursdays. The primary location base salary range is $185,400–$254,900 annually. Compensation offers depend on factors including geography, experience, education, skills, duties, and business needs. Benefits, and any applicable bonus, commission, or equity, are not included in the stated range. A background screening, including criminal history, is required.

Requirements

At least 2 years of competitive people-leadership experience with a history of strong results and a high-performing team culture, or completion of the Leadership Development curriculum.
At least 3 years of competitive healthcare-market selling experience, such as in diagnostics, pharmaceuticals, or medical devices, with a history of strong performance.
Documented history of leading and/or influencing a team to meet business objectives.
Ability to motivate and lead others while supporting a culture of performance, positivity, integrity, inclusion, teamwork, and respect.
Ability to analyze a business, identify insights, develop strategies, and build and execute tactical plans.
Strong verbal and written communication skills.
Ability to handle sensitive information and maintain a high level of confidentiality.
Positive attitude and understanding of organizational growth and change.
Proficiency with Microsoft Office products, particularly Excel and PowerPoint.
Ability to develop and use cross-functional relationships to accomplish work goals and objectives.
Ability to work effectively with minimal direction from or interaction with a manager.
Problem-solving, decision-making, and technical-learning abilities.
Strong administrative skills and the sophistication to manage business in complex environments.
Demonstrate Guardant Health’s values by acting with integrity, respect, and trust.
Bachelor’s degree; life science or biology preferred.
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.

Nice To Haves

Reside in the region or within 50 miles of the region boundary.
At least 5 years of direct account-management experience in a molecular diagnostic setting, with a history of meeting and exceeding expectations.
At least 5 years of experience working with major cancer centers and clinics, oncology GPOs, large health systems, IHDNs, and/or large oncology practices.
Ability to coach a team to engage customers consultatively, overcome objections and indifference, and connect client needs with Guardant Health capabilities.
Proven record of engaging, selling, and negotiating with customers at all levels, including executives such as CEOs, COOs, and CFOs.
Strong understanding of the payer and reimbursement environment in oncology and diagnostics.
Ability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, and manage critical deadlines.
Ability to maintain strong market, customer, distribution, and product knowledge to accomplish sales and marketing objectives.
Strong record of leading, developing, and coaching strategic, collaborative sales account plans.
Ability to work effectively with minimal direction from or interaction with a manager.

Responsibilities

Drive strategic business expansion and collaboration opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the region.
Develop detailed strategic plans to gain and retain new and existing clients.
Hire, lead, coach, and performance-manage a team of Account Executives and Account Managers.
Implement laboratory services agreements with bill-account institutions.
Collaborate and coordinate with cross-functional partners to support company goals and objectives.
Identify and develop partnering opportunities between prospective oncology clients and Guardant Health.
Promote and drive client compliance with web-based molecular information tools.
Analyze the competitive landscape and assigned-account environments, identify trends, and provide customer feedback to company leadership.
Monitor sales performance to ensure objectives are met.
Develop and implement a comprehensive territory business plan, including budgets, travel, territory management, and goal setting.
Represent and embody Guardant Health’s culture with internal and external constituents.
Travel frequently, more than 50% of the time, throughout the territory as needed.