Regional Sales Director Florida East (Screening)

Company Description:

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally throughuseof its proprietary tests vast datasetsand 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 Guardant360CDx Guardant360TissueNext Guardant360 Response andGuardantOMNI 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.

The ScreeningTeamis a dedicated organizationinside ofGuardant Health focused on the development and commercialization of the earlycancer detection portfolio. The Screening Teamssingular focus on bringing our early cancer detection products to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the millions of individuals who canbenefitfrom early cancer detection.

About the Role:

The field-basedRegional SalesDirectorScreeningTeamis responsible forleading a team of Account Executives within adesignated region. TheRegional SalesDirector (RSD)is responsible forthe effective promotion of SHIELD to general practiceproviders and their practices within the designated area. The Regional Sales Director willrecruit hire coach develop and lead theAccount Executivesforthe launch and promotion of SHIELD.

Responsibilities:

• Prospect and target toidentifya region early adopterlist and generate adoption of SHIELD

• Identifyand partner with nationalregionaland local laboratories that offer phlebotomydrawagreements that support your region. Initiate and secure labservicedrawagreementsestablishstrong partnerships and manage the relationship with your teams.

• Proactivelyidentifyand build strong relationships and advocacy with key thought leaders and decision makers inassignedregion.

• Successfully manage 8-12 direct reports including the recruitment andselectionof highly qualified Account Executivesensuring effective coaching and development of the salesforce.

• Demonstrate effective leadership; drive effective and successful performance through coaching motivating & inspiring team ofAccount Executives; provide clear expectations ongoingfeedbackand opportunities for continuousdevelopment.

• Manage the assigned regions sales targets and maintain ongoing reporting of progress withmanagementteam.

• Successfully forecast and achieve quarterly and annual salesgoals.

• Ensure the effective use ofsalesprocess and approved product marketing and product promotion material by regionalsales force.

• Model and share best practicesnationally.

• Effectively manage open territories whilerecruiting fornew personnel should a territory be vacated within designatedarea.

• Develop and implement a comprehensive business plan for the regionthat will beinclusivebudgets travel territorymanagement goal settingetc.

• Collect ongoing customer insights market trends & competitive data from sales force and communicate to leadershipandpeers.

• Leverage up-to-date product and technicalexpertiseto effectively present and discuss the technology and clinicalbenefits in terms which are relevant tocustomers.

• Effectively collaborate with Key Account Managers and commercial team members tooptimizebusiness performancewithin health systems within assignedarea.

• Establish andmaintainongoing communication and team operating mechanisms to ensureappropriate informationisshared and collaboration within and outside of the team is takingplace.

• Demonstrate GHIs Values by acting with integrity respect trust andpossessa very positiveattitude and an understandingof the dynamics involved with organizational growth andchange

• Leverage Medical Science Liaisons Account Executives and other Company resources as necessary to provide thenecessary technical clinical and business content to create a competitive differentiation and deliver solutions thatmeet or exceed customerexpectations.

• Leads and is engaged in regional and national projects.

• Participateoncross functionalheadquarterprojects having apositive business and/orcultureimpact.

• May serve as theback upto the National Sales Director(s).

• Mentorsindividuals within or outside the commercialorganization.

• Uphold company mission and values through accountability innovation integrity quality andteamwork.

• Responsible for ensuring sales force compliance in all Quality Regulatory and Companypoliciesandguidelines.

• Must meet customer accessrequirements.

• This is a field-based with direct reportsin order toobserveand provide training and coaching. Ability totravel approximately 75% of working time within assigned area and some travel outside of assigned area for regional ornationalmeetings.

Experience:

• 7 years of direct experience in a customer-facing sales role in a medicaldiagnosticor med device with a history of 1)consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceededexpectations

• 3 years of experience ina salesleadership/Sales managementcapacity.

• Demonstrated measurable revenue generation at either a diagnostic pharmaceutical or relevant biotechnologycompany.

• Proven Experience leading sales teams who promote products or services directly to primary care providersgastroenterologistsand theirpractices.

• Experience in a sales leadership role duringa productlaunch.

• Outstanding influencing interpersonal and networking skills to drive successfulrelationshipbuilding.

• Demonstrated ability to effectively coach and educateothers.

• Establish Reach and frequencyhigh decilehealthcare provider targeting and production/coverageexperience.

• Strong critical thinking and analytical skills withdemonstratedexperience reporting and tracking sales forcemetrics.

• Impeccable oral and verbal communication and presentation skills; Superior listening and problem-solvingskills

• Excellent negotiationproblem-solvingand customer service skills; Ability to engage in a consultative selling process thatovercomes objections and indifferences while connecting client needs with GHIcapabilities

• Proven ability tomaintainan outstanding level of market customerdistributionand product knowledge necessary toaccomplishsales and marketingobjectives

• Outstanding strategic business analysis and planningskills.

• Ability to handle sensitive information andmaintaina very highlevel ofconfidentiality

• Demonstrateabilityto develop andutilizecross-functional relationships tofacilitatethe accomplishment of work goalsandobjectives.

• Ability to work independently communicate proactively manage multipleprojectsand prioritize daily tasks whilemanaging critical deadlines; Ability to work effectively with minimal direction from or interface withmanager

• Strong administrative skills and sophistication to manage business in complexenvironments

• Must be very proficient with all Microsoft Office products particularly Excel andPowerPoint

• Effective and regularutilization

• Experience using/coaching todifferent salesmethodology

Preferred Qualifications:

• Proven Experience leading sales teams who promote products or services directly to primary care providersgastroenterologistsand theirpractices.

• Experience in a sales leadership role duringa productlaunch.

• Experience using/coaching todifferent salesmethodology

Education:

B.S. in life science biologybusinessor marketing is ideal

The annualized base salary ranges for the primarylocationand anyadditionallocations are listed below. This range does not include benefits or if applicable bonus commission or equity. Each candidates compensation offer will be based on multiple factors including but not limited to geography experience education job-related skills job duties and businessneed.

US Location Base Pay Range: $172000 - $190000