Regional Sales Director - Oncology (Los Angeles)

Guardant Health•Los Angeles, CA

3d•$185,400 - $254,900•Remote

About The Position

Guardant Health is a precision oncology company providing 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 business expansion and collaboration with cancer centers, clinics, Key Opinion Leaders, and Academic Medical Centers; develops plans to gain and retain clients; and oversees team hiring, training, coaching, and performance management. It also supports laboratory services agreements, cross-functional collaboration, customer-facing molecular information tools, competitive analysis, and territory planning. The position requires frequent travel throughout the region, exceeding 50% as needed. The role is listed as Remote in California, with a hybrid work model for eligible employees who live within 50 miles of a Guardant facility. Those employees are required to work onsite Mondays, Tuesdays, and Thursdays, with designated work-from-home days. The role may involve exposure to high noise levels, fumes, and biohazard material in laboratory environments, in addition to primarily desk- and office-based work.

Requirements

At least 2 years of competitive people-leadership experience with 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 diagnostics, pharmaceuticals, or medical devices, with a record of strong performance.
Documented history of leading 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 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, 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 ability to manage business in complex environments.
Demonstrated ability to act with integrity, respect, and trust in accordance with Guardant Health's values.
Curiosity, sound judgment, and ability to critically evaluate and responsibly use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.
Ability to sit for extended periods and lift routine office supplies.

Nice To Haves

Reside in the region or within 50 miles of its 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, or large oncology practices.
Ability to coach and lead a team in consultative customer engagement that addresses objections and connects client needs with Guardant Health capabilities.
Track record of engaging, selling, and negotiating with customers at all levels, including executives such as CEOs, COOs, and CFOs.
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.
Track record of leading, developing, and coaching strategic, collaborative sales account plans.
Effective and regular use of Salesforce.com.
Bachelor's degree; life science or biology preferred.

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 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 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 adoption of web-based molecular information tools.
Analyze the competitive landscape and assigned accounts, 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 and embody Guardant Health's culture to internal and external constituents.
Travel frequently throughout the territory, more than 50% as needed.