Regional Sales Director - Central

Guardant Health•Saint Louis, MO

3d•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 implements regional strategies 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, and performance management, and coaches the team on effective account targeting, collaboration, and coverage. The position drives strategic business expansion and collaboration with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers in the region. It develops detailed plans to gain and retain clients, manages laboratory services agreements with bill-account institutions, and coordinates with cross-functional partners to advance company goals. The RSD analyzes the competitive landscape and sales performance, develops and implements a comprehensive territory business plan, and represents Guardant Health’s culture to internal and external constituents. The role is listed as remote in the United States, with frequent travel of more than 50% throughout the territory. Guardant’s hybrid-work policy states that U.S. employees who live within 50 miles of a Guardant facility are required to work onsite Mondays, Tuesdays, and Thursdays, subject to management and related policies. The position may involve lifting routine office supplies, using office equipment, and sitting for extended periods. 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.

Requirements

Two 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 three years of competitive selling experience in the healthcare market, such as diagnostics, pharmaceuticals, or medical devices, 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 the dynamics involved with 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 sophistication in managing business in complex environments.
Demonstrate Guardant Health’s values by acting with integrity, respect, and trust.
Bachelor’s degree; a life science or biology degree is 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.
Frequent travel of more than 50% throughout the territory is required.

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 history 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 that overcomes objections and indifference while connecting client needs with Guardant Health capabilities.
Proven track record of engaging, selling, and negotiating with customers at all levels, including executives such as CEOs, COOs, and CFOs.
Keen understanding of the payer and reimbursement environment in oncology and diagnostics.
Ability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, and manage 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 opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the region.
Develop 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 adoption of new web-based molecular information tools.
Analyze the competitive landscape and assigned-account environment, identify trends, and provide customer feedback to Guardant Health 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 Guardant Health’s company culture to internal and external constituents.