Regional Sales Director, Screening Sales

Guardant Health•Harrisburg, VA

About The Position

Guardant Health is a precision oncology company focused on improving cancer care through blood and tissue tests, real-world data, and AI analytics. The field-based Regional Sales Director leads Account Executives in a designated region and is responsible for promoting Shield to general practice providers and their practices. The role recruits, hires, coaches, develops, and leads the regional sales team, while driving product adoption and regional business performance. The director builds relationships with healthcare providers, laboratories, thought leaders, decision makers, and internal commercial partners. The position includes managing regional sales goals and forecasts, planning territory budgets and travel, supporting product launch activities, sharing market insights, and ensuring compliance with company, quality, and regulatory policies. The role requires travel with direct reports for observation, training, and coaching, with approximately 75% travel within the assigned area and some travel outside it for regional or national meetings. The role may also support national leadership, mentor colleagues, and participate in regional, national, and cross-functional projects. This is a field-based role. The posting also describes Guardant’s hybrid work arrangements for eligible onsite employees: U.S. employees living within 50 miles of a Guardant facility are required onsite Mondays, Tuesdays, and Thursdays, with work-from-home days for individual-focused work, subject to management and company policies.

Requirements

At least 7 years of direct customer-facing sales experience in medical, diagnostic, or medical-device fields, including consistent closing ability throughout the sales cycle and a record of meeting or exceeding expectations.
At least 3 years of sales leadership or sales management experience.
Demonstrated measurable revenue generation at a diagnostic, pharmaceutical, or relevant biotechnology company.
Experience leading sales teams promoting products or services directly to primary care providers, gastroenterologists, and their practices.
Experience in a sales leadership role during a product launch.
Outstanding influencing, interpersonal, and networking skills.
Ability to coach and educate others effectively.
Experience with reach and frequency, high-decile healthcare provider targeting, and production or coverage.
Strong critical-thinking and analytical skills, including experience reporting and tracking sales-force metrics.
Excellent oral and written communication and presentation skills, listening skills, and problem-solving skills.
Negotiation, problem-solving, and customer-service skills, including consultative selling that addresses objections and connects customer needs with company capabilities.
Ability to maintain strong market, customer, distribution, and product knowledge.
Strategic business analysis and planning skills.
Ability to handle sensitive information confidentially.
Ability to develop and use cross-functional relationships to achieve work goals.
Ability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, and meet critical deadlines with minimal direction.
Strong administrative skills and ability to manage business in complex environments.
Proficiency with Microsoft Office, particularly Excel and PowerPoint.
Effective and regular use of Salesforce.com.
Ability to meet customer access requirements.
Ability to travel approximately 75% of working time within the assigned area and sometimes outside it.
Ability to sit for extended periods and perform office-based work; may need to lift routine office supplies and use office equipment.

Nice To Haves

B.S. in life science, biology, business, or marketing.
AI and digital fluency, including 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.
Experience using or coaching to different sales methodologies.

Responsibilities

Prospect and target providers to identify regional early adopters and generate adoption of Shield.
Identify and partner with national, regional, and local laboratories that offer phlebotomy draw agreements; secure agreements and manage those relationships.
Build relationships and advocacy with regional thought leaders and decision makers.
Recruit, select, coach, develop, and lead 8–12 Account Executive direct reports.
Set clear expectations, provide ongoing feedback, and support continuous development and performance across the sales team.
Manage regional sales targets, report progress to management, and forecast and achieve quarterly and annual sales goals.
Ensure regional sales staff use the sales process and approved product marketing and promotion materials effectively.
Manage open territories while recruiting replacement personnel as needed.
Develop and implement a regional business plan covering budgets, travel, territory management, and goals.
Collect customer insights, market trends, and competitive information and communicate them to leadership and peers.
Use current product and technical expertise to explain technology and clinical benefits relevant to customers.
Collaborate with Key Account Managers and commercial colleagues to optimize performance within health systems.
Maintain team communications and operating mechanisms that support information-sharing and collaboration.
Use Medical Science Liaisons, Account Executives, and other company resources to provide technical, clinical, and business content and solutions for customers.
Lead and participate in regional, national, and cross-functional projects; may back up National Sales Directors.
Mentor individuals within or outside the commercial organization.
Uphold company values and ensure sales-force compliance with quality, regulatory, and company policies and guidelines.
Travel with direct reports to observe, train, and coach them; travel approximately 75% of working time within the assigned area and sometimes outside it for meetings.
Meet customer access requirements.