Regional Sales Director - Oncology (Los Angeles)

Guardant Health•Los Angeles, CA

2d•Remote

About The Position

The Regional Sales Director (RSD) leads, coaches, and develops a team of Account Executives and Account Managers to meet and exceed business objectives. The role leads regional strategy implementation for the promoted product line and serves customers including office-based physicians, medical directors, and key medical and nursing personnel. The RSD oversees hiring, training, coaching, performance management, account targeting, collaboration, and coverage. The director drives strategic business expansion and collaboration with major cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers across the region. The role develops strategic plans to gain and retain clients, implements laboratory services agreements with bill-account institutions, coordinates with cross-functional partners, and identifies oncology client partnerships. The RSD monitors sales performance and competitive conditions, develops a comprehensive territory business plan, and represents Guardant Health’s culture to internal and external constituents. Frequent travel throughout the territory is required, exceeding 50% as needed. This position is listed as Remote-USA-CA. Guardant’s hybrid-work policy states that U.S. employees living within 50 miles of a Guardant facility must work onsite Mondays, Tuesdays, and Thursdays, with other days designated for work-from-home or individual-focused work, as specified by management and applicable policies. The role may involve lifting routine office supplies and using office equipment. Most work is performed in a desk or office environment, with possible exposure to high noise levels, fumes, and biohazard material in a laboratory environment. The employee must be able to sit for extended periods. A criminal-history background screening is required. Guardant Health is an Equal Opportunity Employer and states that applicant information will be kept confidential according to EEO guidelines.

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 in diagnostics, pharmaceuticals, medical devices, or a related area, 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 or driving performance, positivity, integrity, inclusion, teamwork, and respect.
Ability to analyze a business, identify insights, develop strategies, and build and execute a tactical plan.
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 interface with, a manager.
Problem-solving, decision-making, and technical-learning skills.
Strong administrative skills and 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 its boundary.
At least 5 years of direct account-management experience in a molecular diagnostic setting, with a record 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 and lead a team in consultative customer engagement that overcomes objections and connects client needs with Guardant Health capabilities.
Proven track record of engaging, selling, and negotiating with customers at all levels, including executive-level leaders 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 meet critical deadlines.
Ability to maintain strong market, customer, distribution, and product knowledge to accomplish sales and marketing objectives.
Strong track record of leading, developing, and coaching strategic and collaborative sales account plans.
Ability to work effectively with minimal direction from, or interface with, a manager.

Responsibilities

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