Regional Sales Director, Orlando/Jacksonville North FL - 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 Guardant Reveal™. The Guardant Health screening portfolio, including the Shield™ test, aims to address the needs of individuals eligible for cancer screening.

Job Description

The Regional Sales Director (RSD) is responsible for leading, coaching, and developing a group of Account Executives and Account Managers dedicated to meeting and exceeding business objectives.  The RSD leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical and nursing personnel among others. Oversee the hiring, training and coaching, performance management. Coaches on efficient and effective account targeting, collaboration, and coverage.

Essential Duties and Responsibilities:

• Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the Region 
•  Structure detailed strategic plans for gaining and retaining new and existing clients.
• Hire, lead, coach, performance manage a team of Account Executives and Account Managers
• Implement laboratory services agreements (LSA’s) with bill account institutions
• Effectively collaborate and coordinate with all cross functional partners to ensure successful attainment of company goals and objectives
• Identify and develop partnering opportunities between prospective oncology clients and GHI.
• Promote and drive compliance with new web-based molecular information tools for all clients
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
• Monitor performance of sales to ensure objectives are met
• Develop and implement a comprehensive business plan for the territory that will be inclusive budgets, travel, territory management, goal setting, etc.
• Embrace, always embody and represent the Guardant Health company culture to external and internal constituents
• Frequent travel (> 50%) throughout the territory as needed

Qualifications

Requirements:

• 2 years of competitive people leadership experience with a history of strong results and high-performing team culture or completion of Leadership Development curriculum [this part can be edited/moved based on the need of the specific vacancy]
• 3+ years of competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.) with a history of strong performance
• Documented history of leading and/or influencing a team to meet business objectives
• Proven ability to motivate and lead others while supporting/driving a culture of performance, positivity, integrity, inclusion, teamwork, and respect
• Demonstrated ability to analyze a business, identify insights, develop strategies, and build/execute a tactical plan
• Strong verbal and written communication skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Demonstrated proficiency with all Microsoft Office products – particularly Excel and PowerPoint
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect and trust 

Preferred:

• Reside in the Region, or within 50 miles of the Region boundary
• 5+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
• 5+ years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and/or large oncology practices.
• Ability to coach and lead a team to engage customers in a consultative process that overcomes objections and indifferences while