National Sales Director, Northeast (Screening 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.

Job Description

About the Role:

The National Sales Senior Director is a key leadership position on the Screening Team, responsible for leading the primary care sales leadership and sales team.  This position reports directly into the Vice President of  Screening Sales. The National Sales Director will lead the customer facing activity that will drive the adoption of our early cancer CRC screening test with primary care physicians and a selection of other targeted customers.  The role will be responsible for hiring, coaching and developing sales leaders who will hire and lead a team of sales professionals who focus on primary care physicians.  This role will help build out the Screening Team, shape culture, and inspire a team to bring Guardant’s early cancer CRC screening test to adoption and guideline-driven use.  Works with internal stakeholders to develop content for sales training, provides input and helps shape the planning and agendas for quarterly/annual planning meetings, and works closely with sales operations to ensure effective execution in the field.  Consistently evaluates and exceeds execution metrics, sales trends and market analysis which leads to clear tactical direction that drives results. Identifies areas of development for the sales team and has demonstrated the capacity to build a team and develop a budget/resourcing plan to support the needs of the business.

Responsibilities:

• Hire, lead, and develop a leadership team that will build a customer facing structure to support launch of Guardant’s cancer screening test for Colorectal Cancer
• Lead team leaders across customer facing activities, account management and direct to HCP promotion
• Lead the development and implementation of comprehensive business plans that will be inclusive of budgets, territory management and goal setting that supports achievement of business objectives
• Work with Screening internal stakeholders to inform and shape brand strategy and tactical execution plans to support brand objectives
• Inform strategies by continually analyzing the competitive landscape and environment to determine trends and provide customer feedback to GH leadership
• Lead and manage excellence in execution of brand strategies across primary care customer facing teams through field work days with sales people, assessment of sales force selling skills,  analysis of execution metrics, sales results and customer feedback
• Meet with key targeted KOL’s and engage key customers as needed to support sales objectives
• Work effectively with individuals across multiple departments to ensure support for customer facing teams including but not limited to IT, finance, marketing, sales ops, training, legal.
• Work closely with the Screening  Key Account Management team to ensure local MSA pull through and synergies.
• Be a champion for compliance and create a culture of compliance throughout all customer facing activity by developing and managing phlebotomy partnership that are imperative to succeed at the field level.
• Lead with a strategic mindset that is guided by putting patients first, a relentless focus on performance, elevating engagement across assigned Area and Screening Sales Leadership Team and helping an organization conquer cancer.
• Embrace, embody and represent the Guardant Health company values at all times to external and internal constituents

Qualifications

Experience:

• 7+ Years of demonstrated above-average performance, with at 4+ years in a 2nd line sales leadership role, in Pharmaceuticals, Lab, Hospital or Diagnostics, preferably in the primary care setting
• Experience developing and leading within large sales organizations (250+), building teams and hiring top talent
• Success working with health systems, integrated delivery networks and large independent practices to embed products into routine patient care is preferred
• Demonstrated ability to effectively build and execute against strategic account plans
• Deep understanding of the payor and reimburseme