Regional Sales Director - Northwest

Guardant Health•Seattle, WA

2d•$185,400 - $254,900•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 RSD implements regional strategies for the promoted product line and works with office-based physicians, medical directors, key medical and nursing personnel, and other customers. The role oversees hiring, training, coaching, and performance management, and coaches the team on effective account targeting, collaboration, and coverage. The RSD drives strategic business expansion and collaboration with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers in the region. The role includes frequent travel throughout the territory, greater than 50% as needed. The position is listed as remote in Washington, with a hybrid work model for eligible employees living within 50 miles of a Guardant facility: onsite work is required Mondays, Tuesdays, and Thursdays, subject to management and company policies.

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 (diagnostics, pharmaceuticals, medical devices, or similar) 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 a culture of 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 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.

Nice To Haves

Reside in the region or within 50 miles of the regional boundary.
At least 5 years of direct account-management experience in molecular diagnostics, 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 and lead a team in consultative customer engagement that overcomes objections and connects client needs with Guardant Health capabilities.
Proven ability to engage, sell, and negotiate with customers at all levels, including executive leaders such as CEOs, COOs, and CFOs.
Strong understanding of the oncology and diagnostics payor and reimbursement environment.
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 record of leading, developing, and coaching strategic, collaborative sales account plans.
Effective and regular use of Salesforce.com.

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.
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 help attain company goals and objectives.
Identify and develop partnering opportunities between prospective oncology clients and Guardant Health.
Promote and drive client adoption of new web-based molecular information tools.
Analyze competitive conditions and trends within assigned accounts 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 throughout the territory (>50%) as needed.
Demonstrate curiosity, sound judgment, and responsible use of AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.