Regional Sales Director - Screening

Guardant Health•Remote-USA-PA, PA

About The Position

Guardant Health’s Screening Team focuses on developing and commercializing its early cancer detection portfolio. 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 Director recruits, hires, coaches, develops, and leads the sales team in launching and promoting SHIELD. The role includes managing regional sales targets, forecasting and achieving quarterly and annual goals, building customer and laboratory partnerships, and developing a comprehensive regional business plan. The Director collaborates with internal commercial and cross-functional teams, shares customer and market insights, and ensures the sales force complies with company, quality, and regulatory policies. The position involves approximately 75% travel within the assigned area, along with some travel outside the region for meetings.

Requirements

At least 7 years of direct customer-facing sales experience in medical, diagnostic, or medical-device settings, 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.
Outstanding influencing, interpersonal, and networking skills.
Ability to coach and educate others effectively.
Experience with healthcare provider reach and frequency, high-decile targeting, and production or coverage.
Strong critical thinking and analytical skills, including experience reporting and tracking sales force metrics.
Strong oral, written, and presentation skills, as well as listening and problem-solving skills.
Negotiation, problem-solving, and customer service skills, including consultative selling that addresses objections and connects client 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 build and use cross-functional relationships to accomplish work goals.
Ability to work independently, communicate proactively, manage multiple projects, prioritize daily tasks, meet critical 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.
Regular and effective use of Salesforce.com.
Ability to use and coach to different sales methodologies.
Ability to travel approximately 75% of working time within the assigned area and travel outside the area for regional or national meetings.
Must meet customer access requirements.

Nice To Haves

B.S. in life science, biology, business, or marketing is ideal.
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.
Experience using and coaching to different sales methodologies.

Responsibilities

Prospect and target accounts to identify early adopters in the region and generate adoption of SHIELD.
Identify and partner with national, regional, and local laboratories offering phlebotomy draw agreements; secure agreements and manage those relationships.
Build relationships and advocacy with key thought leaders and decision-makers in the assigned region.
Manage 8–12 direct reports, including recruiting and selecting Account Executives and coaching and developing the sales force.
Set clear expectations, provide ongoing feedback, and motivate and develop Account Executives to achieve performance goals.
Manage regional sales targets and report progress to the management team.
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 while recruiting for vacant territory positions.
Develop and implement a comprehensive regional business plan, including budgets, travel, territory management, and goal setting.
Collect customer insights, market trends, and competitive data and communicate them to leadership and peers.
Use current product and technical knowledge to explain the technology and clinical benefits in terms relevant to customers.
Collaborate with Key Account Managers and commercial team members to optimize performance within health systems in the assigned area.
Establish and maintain team communications and 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 deliver relevant technical, clinical, and business content and solutions.
Lead and participate in regional and national projects, including cross-functional headquarters projects.
May serve as backup to National Sales Directors.
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.