National Sales Director – West, Oncology Sales

Company Description

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary tests, vast data sets and advanced analytics. The Guardant Health oncology platform leverages capabilities to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs across all stages of the cancer care continuum. Guardant Health has commercially launched Guardant360®, Guardant360 CDx, Guardant360 TissueNext™, Guardant360 Response™, and GuardantOMNI® tests for advanced stage cancer patients, and Guardant Reveal™ for early-stage cancer patients. The Guardant Health screening portfolio, including the Shield™ test, aims to address the needs of individuals eligible for cancer screening.

Guardant Health is changing the game in cancer diagnostics. And we are looking for someone who wants to change the lives of cancer patients. We’re looking for a Commercial Leader to lead the Sales team for the western United States.

Job Description

About the Role:

The National Sales Director will be responsible for leading the Oncology Sales Team assigned to their Area and accountable for overall revenue and growth of the Oncology Portfolio. The NSD is responsible for the Team’s execution and performance to quarterly and yearly goals, including developing and executing a national sales plan to be implemented at the regional and territory levels. This candidate will be instrumental in determining regional and territory alignments, recruiting, and hiring a team of Regional Director’s, Account Executives, and Account Managers.

The selected candidate will work closely with internal stakeholders & leadership from Client Services, Key Accounts, Lab Operations, Marketing, Market Access and Medical Affairs to develop content for sales training, leads quarterly/annual planning meetings, identifies areas of development for the sales team, develops budget/resourcing plans, and inform strategic business decisions that support the needs of the business to ensure future success of the Oncology Portfolio. Critical elements to this position are the building of a high-performance sales organization while leading a culture of accountability, collaboration, and a sense of urgency focused on patient care.

Essential Duties and Responsibilities:

• Manage performance of all members/functions of Sales Force
• Direct the development and execution of a national execution plan and ensure plan is executed among direct reports.
• Partner with and Identify opportunities to deploy resources and drive product utilization within key accounts, including the successful execution of promotional activities.
• Drive programs and activities that result in increased access and use by targeted customers.
• Partner with Sales Operations Team to develop and improve commercial results.
• Partner with the data and analytics team to develop and improve data usage and reports that enable a higher level of field performance.
• Establish key processes to support and enable the sales management team and provide direction for staffing and effective allocation of human resources.
• Inform and execute incentive compensation plans aligned with key strategic goals.
• Regularly evaluate the sales team performances against established objectives and make needed adjustments.
• Keep company leadership informed on business issues, performance results, and customer service issues.
• Participate in strategic planning and sales forecasting by providing market insights, trends, competitive activity, and other field intelligence.
• Analyze and report changing needs of the sales organization for training, sales programs and field assets.
• Coach, develop, and ensure focus and alignment with functional and company goals.
• Perform talent management and assessment requirements for team.
• Ensure all sales department activities are conducted with the highest degree of ethics, meeting all legal requirements and standards.
• Oversee the development and implementation of comprehensive business plans that will be inclusive of budgets, travel, territory management, goal setting, etc.
• Collaborate and coordinate with departments within Guardant Health to ensure successful attainment of company goals and objectives.
• Provide insight and direction to Sales Team on the development of detailed strategic plans for gaining and retaining new and existing clients.
• Embrace, embody and represent the Guardant Health company culture at all times to external and internal constituents.

Qualifications

• Minimum 10-20 years of sales leadership experience with demonstrated success in product launches and building and leading high-performance teams.
• Ability to travel up to 75% of the time.
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