Regional Sales Director - Northwest

Guardant Health•Seattle, WA

17h•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 (RSD) leads, coaches, and develops 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 oversees hiring, training, coaching, and performance management, and guides efficient 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 develops and executes regional business plans, builds client partnerships, implements laboratory services agreements, coordinates with cross-functional partners, and monitors sales performance and competitive conditions. Frequent travel throughout the territory is required. The primary location is remote in Washington, with the company's hybrid-work policy applying to U.S. employees who live within 50 miles of a Guardant facility: onsite work is required Mondays, Tuesdays, and Thursdays. The position requires a bachelor's degree; a life science or biology background is preferred. The posted annualized base salary range is $185,400–$254,900 for the primary and other U.S. locations, including Colorado. Compensation may also include benefits and, if applicable, bonus, commission, or equity. A background screening, including criminal history, is required. The role may require 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, and the ability to sit for extended periods.

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 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.
Act with integrity, respect, and trust in demonstrating Guardant Health's values.
Bachelor's degree.
Demonstrate curiosity, sound judgment, and critical evaluation when responsibly using 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.
Life science or biology background.
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 and lead a team in consultative customer engagement that addresses objections and connects 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 payor 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, collaborative sales account plans.
Ability to work effectively with minimal direction from or interface with a manager.
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 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 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 environment within 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, including budgets, travel, territory management, and goal setting.
Represent and embody Guardant Health's company culture with internal and external constituents.
Travel frequently throughout the territory as needed (more than 50%).