Full Job Description
Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood tests, vast data sets and advanced analytics. Its Guardant Health Oncology Platform is designed to leverage its capabilities in technology, clinical development, regulatory and reimbursement to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs. In pursuit of its goal to manage cancer across all stages of the disease, Guardant Health has launched multiple liquid biopsy-based tests, Guardant360 and GuardantOMNI, for advanced stage cancer patients, which fuel its LUNAR development programs for recurrence and early detection. Since its launch in 2014, Guardant360 has been used by more than 7,000 oncologists, over 50 biopharmaceutical companies and all 27 of the National Comprehensive Cancer Network centers.
The Screening Core is a dedicated organization inside of Guardant Health focused on the development and commercialization of the early cancer detection LUNAR portfolio. The Screening Core’s singular 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 can benefit from early cancer detection.
About the Role:
The National Sales Director is a key leadership position in the Screening Core, responsible for leading all customer facing activity that will drive the adoption of our early cancer CRC screening test with primary care physicians and a targeted group of gastroenteroligists. Develops a structure that supports execution of key account initiatives and promotion to HCP’s. Hires key account management, sales leaders and oversees the hiring plan for the entire customer facing team in-line with business objectives. Leads the development of a tactical plan that successfully supports our business goals. Provides relevent market inputs to marketing and access to support the development of brand strategy. Works with internal stakeholders to develop content for sales training, drives the planning and agendas for quarterly/annual planning meetings, and works with sales operations to ensure effective execution in the field. Consistently evaluates 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 develop a budget/resourcing plan to support the needs of the business.
Develop customer facing structure and execute hiring plan to support launch of Guardant’s cancer screening test for Colorectal Cancer.
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 core leadership to develop 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.
Manage execution across customer facing teams through analysis of execution metrics, sales results and customer feedback.
Meet with key account leadership across the US 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.
Be a champion for compliance and create a culture of compliance throughout all customer facing activity.
Embrace, embody and represent the Guardant Health company culture at all times to external and internal constituents.
15+ Years of demonstrated success as a sales leader in Pharmaceuticals or Diagnostics, preferably in the primary care setting.
7+ Years of demonstrated success leading, team leaders across customer facing activities, account management and direct to HCP promotion.
Experience developing sales organizations, 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.
Demonstrated ability to effectively build and execute against strategic account plans.
Deep understanding of the payor and reimbursement environment in the primary care setting.
Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines.
Ability to handle sensitive information and maintain a very high level of confidentiality.
Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
Previous experience managing remote teams.
Ability to travel up to 75% of the time.
Education: Advanced degree preferred (PHD, MBA)
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