Regional Sales Director - Screening

Guardant Health•Philadelphia, PA

About The Position

The field-based Regional Sales Director leads a team of Account Executives in a designated region and is responsible for effectively promoting Shield™ to general practice providers and their practices. The Director recruits, hires, coaches, develops, and leads Account Executives for the launch and promotion of Shield. This role manages regional sales targets, forecasts and achieves quarterly and annual goals, and develops a regional business plan covering budgets, travel, territory management, and goal setting. The Director builds relationships with healthcare providers, thought leaders, decision makers, and laboratories; establishes and manages lab service draw agreements; and collaborates with Key Account Managers, Medical Science Liaisons, and other commercial and company teams. The role also contributes to regional, national, and cross-functional projects, shares best practices, mentors colleagues, and ensures the sales force complies with Quality, Regulatory, and company policies. This field-based position involves approximately 75% travel within the assigned area, with some travel outside the area for meetings. Employees who live within 50 miles of a Guardant facility are required to work onsite Mondays, Tuesdays, and Thursdays under the applicable hybrid work model. Most work is performed in a desk or office environment. The employee may need to lift routine office supplies and use office equipment, sit for extended periods, and may be exposed to high noise levels, fumes, and biohazard material in a laboratory environment.

Requirements

At least 7 years of direct customer-facing sales experience in medical, diagnostic, or medical-device fields, with consistent sales-cycle closing ability 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 that promote 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 establishing reach and frequency, targeting high-decile healthcare providers, and managing production and 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.
Excellent negotiation and customer-service skills, and ability to conduct consultative selling that addresses objections and connects client needs with company capabilities.
Ability to maintain strong market, customer, distribution, and product knowledge to achieve sales and marketing objectives.
Outstanding strategic business analysis and planning skills.
Ability to handle sensitive information and maintain a high level of confidentiality.
Ability to develop and use cross-functional relationships to accomplish work goals and objectives.
Ability to work independently, communicate proactively, manage multiple projects, prioritize tasks and deadlines, and work 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.
Experience using and coaching to different sales methodologies.
Curiosity, sound judgment, and ability to critically evaluate and responsibly use AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements.
Must meet customer access requirements.

Nice To Haves

B.S. in life science, biology, business, or marketing is ideal.

Responsibilities

Prospect and identify regional early adopters and generate adoption of Shield.
Identify and partner with national, regional, and local laboratories that offer phlebotomy draw agreements; secure lab service agreements and manage those relationships.
Build relationships and advocacy with key thought leaders and decision makers in the assigned region.
Recruit, select, lead, coach, and develop 8–12 Account Executive direct reports.
Set clear expectations, provide ongoing feedback, and motivate the sales team to drive performance and continuous development.
Manage regional sales targets, report progress to management, and forecast and achieve quarterly and annual sales goals.
Ensure effective use of the sales process and approved product marketing and promotional materials.
Model and share best practices nationally.
Manage open territories and recruit personnel when a territory becomes vacant.
Develop and implement a regional business plan, including budgets, travel, territory management, and goal setting.
Collect customer insights, market trends, and competitive data and communicate findings to leadership and peers.
Maintain current product and technical expertise and present technology and clinical benefits in terms relevant to customers.
Collaborate with Key Account Managers and commercial team members to optimize performance within health systems.
Establish communication and team operating mechanisms that support information sharing and collaboration.
Demonstrate company values and uphold the company mission through accountability, innovation, integrity, quality, and teamwork.
Leverage Medical Science Liaisons, Account Executives, and other company resources to provide technical, clinical, and business content and meet or exceed customer expectations.
Lead and participate in regional, national, and cross-functional headquarters projects.
May serve as backup to the National Sales Director(s).
Mentor individuals within or outside the commercial organization.
Ensure sales force compliance with Quality, Regulatory, and company policies and guidelines.
Meet customer access requirements.
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.