Associate Account Executive - Screening

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, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook. 

This is an opportunity to join the growing Screening and Early Detection commercial team at Guardant Health as a field-based Associate Account Executive and work hand in hand with sales leadership to help support go-to-market sales strategy and launch a revolutionary new technology for cancer screening. The field-based Associate Account Executive is responsible for effectively promoting cancer screening colorectal cancer (CRC) liquid biopsy to healthcare providers in the primary care practice setting. This position will act with urgency and with passion to deliver best-in-class new products for early cancer detection.

Essential Duties and Responsibilities:

• Prospect and target healthcare providers for high utilization of Shield™ to screen patients for CRC and other cancers.
• Meet or exceed sales goals and maximize promotional budgets in support of the national sales strategy in accordance with Guardant Health standards.
• Seek out strategic business expansion/collaboration opportunities with primary care providers and their practices.
• Develop and implement a business plan in line with brand strategy to support launch.
• Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements.
• Identify opportunities in the marketplace, share best practices, and proactively communicate strategies to cross-functional partners and members of the Commercial Team.
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership.
• Recommend detailed strategic plans for gaining and retaining new and existing clients.
• Manage implementation in the assigned territory of all promotional activities to support sales and marketing strategies, in accordance with high industry standards and company policies.
• Work effectively with individuals across multiple departments throughout Guardant Health.
• Collaborate and coordinate with sales team to ensure successful attainment of company goals and objectives.
• Embrace, embody and represent the Guardant Health company values at all times to external and internal constituents.
• This is a field-based role – must have ability to travel daily within assigned territory and some travel outside of assigned area for regional or national meetings.
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
• Support and comply with the company’s Quality Management System policies and procedures.

Required Qualifications:

• 2+ years’ experience in a customer-facing field-based sales role
• Preferably in the healthcare industry (diagnostics, medical device and/or pharmaceutical sales)
• Solid history of consistent closing abilities and proven past performance that has met and exceeded expectations.
• Exceptional verbal and written communication and presentation skills
• Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GH capabilities.
• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales objectives.
• Excellent negotiation, problem-solving and customer service skills.
• Ability to handle sensitive information and maintain a very high level of confidentiality.
• Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines. 

• Ability to work effectively with minimal direction.
• Strong administrative skills to manage business in complex environments. Must be proficient at in person, phone and virtual selling environments.
• Must be very proficient with all Microsoft Office products & CRM systems (preferably Salesforce and Veeva).
• Demonstrate Guardant Health values by acting with integrity, respect, trust and possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change.

Preferred Qualifications:

• Experience with sales/marketing of diagnostic products (blood-based testing and/or phlebotomy) directly to primary care healthcare providers and their practices.
• Product launch planning and launch execution experience.
• Familiarity with primary care practice landscape in territory.
• High-touch customer service skills.

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 candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need. 

US Location Base Pay Range: $96,000 - $105,000

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.