Regional Sales Director - Florida North
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, and key medical and nursing personnel. The role oversees hiring, training, coaching, and performance management, and guides the team on effective account targeting, collaboration, and coverage. The position drives strategic business expansion and collaboration with cancer centers, clinics, Key Opinion Leaders, and Academic Medical Centers in the region. It develops regional business plans and strategic client plans, implements laboratory services agreements with bill-account institutions, collaborates with cross-functional partners, and monitors sales performance and competitive conditions. The role is based in Florida, with frequent travel of more than 50% throughout the territory. The position is listed as Remote-USA-FL. Guardant’s hybrid policy requires U.S. employees who live within 50 miles of a Guardant facility to work onsite Mondays, Tuesdays, and Thursdays, subject to management and related policies. The role is primarily performed in a desk or office environment, though work may involve exposure to noise, fumes, and biohazard materials in a laboratory environment. A background screening, including criminal history, is required.
Requirements
- Two years of competitive people leadership experience with a history of strong results and a high-performing team culture, or completion of a Leadership Development curriculum.
- At least three years of competitive healthcare 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 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, 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 skills.
- Strong administrative skills and sophistication in managing business in complex environments.
- Demonstrated ability to act with integrity, respect, and trust in alignment with Guardant Health’s values.
Nice To Haves
- Reside in the region or within 50 miles of the region boundary.
- At least five years of direct account management experience in a molecular diagnostic setting, with a record of meeting and exceeding expectations.
- At least five 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, overcoming objections and connecting client needs with Guardant Health capabilities.
- Proven record of engaging, selling, and negotiating with customers at all levels, including executive leaders 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 achieve sales and marketing objectives.
- Strong track record of leading, developing, and coaching strategic and collaborative sales account plans.
- Effective and regular use of Salesforce.com.
- Bachelor’s degree; a life science or biology background is preferred.
- Curiosity, sound judgment, and ability to critically evaluate and responsibly use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.
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 support 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, 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%, throughout the territory as needed.
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What This Job Offers
Job Type
Full-time
Career Level
Director
