Key Account Manager Oncology North Central

Key AccountManager

The Key Accounts Manager position is createdas a result ofthe need for more coordinated selling activities across Guardant Healths top accounts i.e. academicmedical centers IDNs and GPOs. The national designation more accurately defines the current expectations androlefunctionality recognizing that customer engagement extends beyond a regional geographical title.

This role is not only responsible for assessing theinitialinterestutilizationand clinical benefits of working with Guardant Health to help business and growthobjectivesbut also national field team interaction contract implementation abilitytofacilitateand negotiate contracts. Familiarity with Master Service agreements data agreementsLSAsand tissue procurement agreements.internal/external client educationenabling ofnovel approaches to gain access to our testing services and on-going enterprise level account management related to EMR integration and clinical testing pathway optimization. The Key Account Manager createsdevelopsand continuously manages localregionaland national corporate relationships with the goal of growing the business with a top-down approach (while partnering with the field for bottom-up execution) semester over semester.Semesterdefinedas 6 months.

Primary Tasks & Responsibilities:

• The KAM is expected to develop a champion/advocate at a target account who supports and will actively advocate for the accounts commitment to implement a proposed initiative toleverageGuardant tests to improve patient testing.

• Key Account Managers are expected toidentifyopportunities for improvement in patient testing usingGuardantstests propose protocols or initiatives that when implemented achieve statedobjectivesand have an affirmative decision by theappropriate accountrepresentatives to implement proposed initiative.

• Conduct pre and post customer documents for strategy alignment with internal stakeholders.Along with pre & post cross functional stakeholder alignment calls to ensure customer meeting readiness and post meeting execution.

• C-suite presentation skillsutilizingPowerPoint the ability to present via TEAMs ZOOM and in-Person to decision-makers.

• Develops and implements innovative strategic market access initiatives to enable broader access to Guardant Health tests with IDNs GPOs academic medical centers and other Key National/Regional accounts.

• Effectively works cross-functionally with Guardant Health internal stakeholders and Field Sales Leadership to develop alignment around strategies for securing access to our testing platforms with prioritized groups.

• Oversees coordination of company-wide initiatives related to Key Accounts IDN and GPO communication and operational efficiency.

• Accountable for strategic evaluation of complex scenarios that require interpretation on a wide variety of issues related to business objectives varying laws/regulations etc.

• Develops andmaintainsannual business plans to secure implement and manage key corporate IDN GPO and other strategic relationships including targeting development of key decision makers economic modeling clinical data collectionutilizationand evaluation.

• Shares evolving geographic GPO IDN and healthcare reform-related trends with the commercial leadership team toidentifyand create strategic plans and new opportunities to expand customer partnership relationships.

• Participates in sales meetings seminars industry conferences and trade shows to gain laboratory market intelligence and toleveragenew contractual relationships.

Additional Responsibilities may include:

• May lead cross-functional teams or projects (examples: Mobile Phlebotomy Program Management Portal Upgrades and Implementation and other novel projects to enable access to our world class diagnostic tests)

• Serves on other work groups or committees as requested

• Mayparticipatein sales training initiatives with regional and national sales teams.

• Participates in customer meetings where and whenappropriate.

• Mayparticipatein customer strategy and market research activities.

• Other duties as assigned by their respective Key Account Director and Vice President of Key Accounts

Preferred Qualifications:

• Extensive commercial experience 10 years in healthcare diagnostics or life sciences with at least 7 years focused on enterprise-level health system partnerships and c-suite engagement where primary call points are Director level and C-suite level decision makers with top-down business alignment.

• Demonstrated success leading complex sales cycles across networks integrated networks (IDNs) and national accounts.

• Trackrecord ofdriving enterprise adoption of precision medicine genomics or advanceddiagnosticssolutions.

• Executive presence withabilityto build trusted relationships at the CEO CMO VP and Medical Director Precision Medicine Director etc.

• Proven ability to translate clinicaloperationaland financial strategies into board-room ready strategies thatresonateswith health system leadership.

• Adept at navigating organizational complexity aligning cross-functional teams and executing multi-stakeholder initiatives.

• Proven-sales performance focusing on director level and c-suite level decision makers

• Must be an exemplary team player that can work effectively with colleagues at all levels within the organization.

• Must be able to work independently and with a sense of urgency to meet timelines.

• Candidate should be based major market with proximity to airport.

Education:

• Bachelors degree in life sciences or business-related field(MBA preferred)