Associate Director, Sales Analytics

Company Description

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012 Guardant is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care including screening to find cancer early monitoring for recurrence in early-stage cancer and treatment selection for patients with advanced cancer. For more information visitand follow the company onLinkedInX (Twitter)andFacebook.

Guardant Health is seeking a strategic Associate Director of Sales Analytics Health Systems to lead the development and advancement of analytics supporting the Screening Business Units health system IDN and key account organization in support of Shield the first FDA-approved blood-based colorectal cancer screening test. Reporting to the Sales Operations & Analytics Lead this individual will serve as a strategic thought partner to Health System Sales Leadership Strategic Account Management Marketing Sales Operations Market Access the Medical team (including Medical Science Liaisons) and executive stakeholders translating complex data into actionable insights that shape health system engagement strategy account prioritization field execution resource allocation and commercial investment decisions.

The Associate Director will own the health system sales analytics roadmap including opportunity identification account segmentation performance measurement account hierarchy management executive reporting and field enablement across IDNs hospitals physician groups and other organized customers. This role connects provider-level activity and ordering behavior to health system structures to create an accurate integrated view of account opportunity engagement penetration and performance.

This is initially a senior individual-contributor position requiring strong functional leadership and the ability to lead complex initiatives through influence. As the health system business and analytics capability grow the role may expand to include formal people leadership.

• Own and execute the health system sales analytics strategy and roadmap in alignment with commercial priorities and business growth objectives.
• Serve as a strategic advisor to Health System Sales Leadership and executive stakeholders delivering insights that shape health system and IDN engagement strategy account prioritization field deployment and resource allocation.
• Lead strategic initiatives such as health system and IDN white space analysis opportunity sizing account prioritization frameworks market potential assessment and system-level penetration strategies for Shield expansion.
• Develop data-driven business cases scenarios and recommendations to support health system expansion commercial investments and new engagement models.
• Proactively identify business opportunities performance risks and execution gaps and recommend actions with business partners to improve commercial outcomes.
• Build and deliver executive-ready dashboards QBR materials and strategic readouts that give leadership a clear trusted view of pipeline penetration and field performance.

• Bring deep understanding of the entities that constitute health systems and organized customers IDNs hospitals physician groups ambulatory clinics ASCs FQHCs ACOs and academic medical centers and how they roll up into ownership and affiliation structures.
• Apply expert knowledge of HCP-to-HCO and HCO-to-HCO affiliations including employment vs. loose affiliation joint ventures and multi-parent relationships to accurately attribute volume calls and opportunity to the right IDN or health system.
• Design and deploy scalable account-based analytics frameworks segmentation opportunity scoring and penetration models that connect provider-level ordering behavior to health systems and IDNs empowering Strategic Account Managers and sales leaders to target and prioritize high-value systems.
• Advise on top-down vs. bottom-up account strategies based on ownership structure affiliations decision-making models and degree of centralized control within each health system or IDN.
• Integrate field feedback and qualitative account intelligence from Sales Strategic Account Management and the Medical team (including MSLs) into analytical frameworks to ensure recommendations reflect real-world account dynamics.
• Support health system and IDN launch and expansion planning through opportunity analysis account readiness assessments KPI development and early performance tracking for new partnerships and EMR integrations.

• Define and own the health system sales performance framework including KPI definitions business rules targets and leading and lagging indicators.
• Lead the development of executive dashboards account scorecards QBR materials and strategic performance readouts covering pipeline account progression penetration implementation status provider activation and ordering volume.
• Connect insights across accounts IDNs geographies providers and commercial functions to tell a compelling performance story and deliver clear actionable recommendations.
• Establish consistent reporting standards and a single source of truth for health system sales performance across the organization.
• Develop forward-looking indicators that help leadership anticipate opportunities and risks rather than relying solely on retrospective reporting.

• Partner with Master Data Management Data Governance Sales Operations IT and external data providers to improve health system and IDN customer master data and account hierarchies.
• Lead the development and validation of parent-child relationships across IDNs hospitals facilities medical groups clinics affiliated organizations and healthcare providers.
• Establish business rules for hierarchy roll-ups account attribution affiliation strength ownership structures multi-parent relationships and resolution of conflicting sources.
• Ensure ordering volume sales activity account engagement and opportunity are attributed accurately to the appropriate health system IDN and account team.
• Manage third-party data vendors (e.g. affiliation claims and reference data providers) negotiating scope and holding vendors accountable to SLAs for data refresh cadence coverage and accuracy.
• Champion data quality governance documentation and validation standards so that analytics and reporting are accurate consistent and trusted.

• Partner with Sales Leadership and Sales Operations on account assignments territory planning resource deployment quota setting and incentive measurement.
• Embed analytics into account planning business reviews field workflows and commercial decision-making.
• Drive adoption of analytical solutions through training documentation communication and ongoing engagement with field and leadership teams.
• Collaborate with Marketing Market Access the Medical team (including Medical Science Liaisons) Finance Data Science IT and MDM to align analytical priorities definitions and roadmaps.
• Provide functional leadership and mentorship to analysts contractors vendors and cross-functional partners supporting health system analytics initiatives.

• Bachelors degree in Business Marketing Economics Statistics Data Science Engineering Public Health Healthcare Administration Analytics or a related field.
• 7 years of experience in sales analytics commercial analytics business intelligence sales strategy commercial operations consulting or a related discipline.
• Experience supporting health system IDN strategic account enterprise account or key account commercial models within life sciences diagnostics healthcare medical technology or a related industry.
• Demonstrated understanding of health system structures and HCP-to-HCO and HCO-to-HCO affiliations.
• Experience working with health system and IDN account hierarchies customer master data affiliation data or healthcare reference data.
• Experience developing account segmentation opportunity models performance frameworks executive reporting or field-effectiveness analytics.
• Advanced proficiency in SQL and business intelligence or visualization tools such as Tableau or Power BI.
• Familiarity with analytical programming or statistical tools such as Python or R and cloud data environments such as Databricks Snowflake or Redshift.
• Proven ability to synthesize complex and ambiguous data identify meaningful business implications and translate findings into actionable recommendations.
• Demonstrated success influencing senior leaders and leading complex cross-functional initiatives without direct authority.
• Exceptional executive communication data storytelling stakeholder management and presentation skills.
• Ability to operate effectively in a fast-paced and evolving organization with shifting priorities.

• Masters degree in Business Administration Business Analytics Data Science Statistics Public Health Healthcare Administration or a related field.
• Experience in diagnostics precision medicine oncology biotechnology pharmaceuticals or medical devices.
• Familiarity with EMR ordering pathways laboratory connectivity and health system integrations including Epic or Oracle Health.
• Experience supporting a new product launch market expansion or rapidly growing commercial organization.
• Experience with healthcare affiliation claims referral provider facility or organizational reference data.
• Background in management consulting commercial strategy sales force effectiveness or go-to-market design.

AI & Digital Fluency

• Demonstrate curiosity sound judgment and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies ethical standards and regulatory requirements to improve the efficiency effectiveness and quality of work.

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays Tuesdays and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.

The annualized base salary ranges for the primary location and any additional locations 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 business need. Primary Location: Palo Alto CA Primary Location Base Pay Range: $200900 - $276250 Other US Location(s) Base Pay Range: $170765 - $234813 If the role is performed in Colorado the pay range for this job is: $180810 - $248625