National Sales Director - (West) - Oncology Sales

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer. For more information, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook.

Position Summary:

The National Sales Director (NSD) is a key leadership position responsible for strategically leading a team of Regional Sales Directors, Account Executives, and Account Managers to achieve Oncology Sales business objectives for the Southeast Area reporting to the VP Sales, Oncology.  The NSD works closely with internal partners to develop and execute local level strategic plans that are based on local insights, market dynamics, while aligning and adhering to national level strategy, finance budgets, and legal/compliance guidelines.   The NSD will drive a performance-based culture that supports Guardant Health’s core values. 

Essential Duties and Responsibilities:

• Achieve quarterly sales volume goals for the West Area.
• Develop detailed strategic/tactical plans for gaining and retaining new and existing clients to support meeting sales volume targets and business objectives
• Develop and leverage 1:1 business relationships with Key Opinion Leaders (KOLs) and important accounts to gain insights that shape our strategies and tactics
• Coach and develop Regional Sales Directors, Account Executives, and Account Managers to improve skills and competencies that result in achieving relevant business objectives
• Appropriately manage performance and development of team through coaching, feedback, documentation to achieve business objectives
• Collaborate and coordinate with functional partners/departments within Guardant Health to ensure successful attainment of company goals and objectives
• Successfully launch new products, enhancements, capabilities
• Monitor regional trends in oncology diagnostics, healthcare delivery, and reimbursement landscapes; provide strategic insights to internal stakeholders.

• Identify competitive threats and opportunities, proactively adjusting go-to-market tactics as needed
• Demonstrate the ability to handle sensitive information and maintain a very high level of confidentiality

• Embrace, embody and represent the Guardant Health Values at all times to external and internal constituents

Minimum Qualifications:

• 7+ years of prior experience in successfully leading field-based sales team(s)
• Track record of recruiting, retaining, developing top talent
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Demonstrated business acumen skills – diagnosing market dynamics, develop insights that shape strategy, build/execute tactical plan, monitor with KPIs
• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Demonstrated proficiency at engaging, presenting, and selling at the executive level
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
• Strong ability to collaborate with cross functional partners to achieve business objectives

Preferred Qualifications:

• 3+ years of demonstrated above-average performance in second-line sales leadership experience in healthcare (ex:  lab diagnostics, pharma)
• 5+ years of experience working with major cancer centers and clinics, large health systems, IHDN’s, and large oncology practices
• Strong understanding of lab diagnostics for oncology and the evolving competitive landscape
• Outstanding strategic sales account planning skills
• Proficiency with the Challenger Selling model
• B.S. in life science, biology, business or marketing – MBA preferred. Or relevant work experience.

Work Environment:

• Frequent travel ( > 50%) throughout the territory as needed

• Standing or sitting for long periods of time may be necessary

This job description is used as a guideline for major duties. The company reserves the right to change or assign additional duties as needed.

Additional information

The US base salary range for this full-time position is $200,000 to $275,000. The range does not include benefits and if applicable, bonus, commission, or equity. The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role, with the exception of any locations specifically referenced below (if any).

Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training. If you are selected to move forward, the recruiting team will provide details specific to the factors above.

Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.

Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. If you need support, please reach out to [email protected]

Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

All your information will be kept confidential according to EEO guidelines.

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Please visit our career page at: http://www.guardanthealth.com/jobs/