Regional Sales Director - South Texas (Houston) - 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.

Job Description

The Regional Sales Director is responsible for managing and developing a group of Account Executives dedicated to meeting and exceeding sales objectives. 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 and coverage.

Essential Duties and Responsibilities:

Drive strategic business expansion/collaboration opportunities with the following:

• Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory
• Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory.
• Structure detailed strategic plans for gaining and retaining new and existing clients.
• Manage specified sales territory and individual Account Executives within that territory
• Maximize client-bill contracting opportunities
• Collaborate and coordinate with all sales positions (Head of Sales, RSD’s, DSM’s, SAM’s, and AE’s) 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.
• Work effectively with individuals across multiple departments throughout GHI
• Embrace, embody and represent the Guardant Health company culture at all times to external and internal constituents
• Frequent travel ( > 50%) throughout the territory as needed

Qualifications

Requirements:

• 10+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
• Previous experience managing remote teams
• 7+ years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and large oncology practices.
• Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.
• Export data from LIMS; upload data into various applications for benefits eligibility and patient information.
  Document all phone calls and follow up activities.
• Contact physicians and other medical personnel to obtain missing information pertaining to billing.
• Adhere to Standard Operating Procedures (SOP’s) pertaining to Client Services requirements.
• Perform quality checks to ensure accuracy of data entry.
• Appropriately field calls for reimbursement and billing.
• Other administrative duties.
• Verify incoming requisitions for payment type and data accuracy.
• Hours and days may vary depending on operational needs, and some lifting (up to 25 pounds) may be necessary.

Qualifications:

• Ability to provide an integrated MolDx solution using Guardant Health’s next generation sequencing technology to prospects and customers.
• Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities
• Comfortable selling at the executive level (CEO, COO, CFO)
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
•  Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Ability to manage small remote teams
• Strong understanding of