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 a unique opportunity to join our growing Screening and Early Detection commercial team at Guardant Health as a field-based Account Executive. You’ll collaborate closely with sales leadership to shape go-to-market strategies and launch groundbreaking cancer screening technologies that will directly impact patients’ lives. In this role, you’ll be responsible for promoting the Shield™ colorectal cancer (CRC) blood test to healthcare providers in the primary care setting. Your work will drive early detection of cancer, helping save lives and reduce healthcare costs.

Key Responsibilities:

Sales & Customer Engagement

• Achieve Sales Targets: Consistently meet or exceed sales goals through effective prospecting, relationship-building, and execution of national sales strategies.
• Target and Engage Healthcare Providers: Focus on building strong relationships with healthcare providers, gaining their commitment to adopt the Shield test for CRC and other cancers
• Challenger Selling: Engage healthcare providers to understand their needs and demonstrate how Guardant Health’s offerings can improve patient outcomes and streamline their practice.
• Educate and Support Providers: Provide in-depth product knowledge and training to primary care practices to gain all stakeholder support, beyond the provider, ensuring smooth integration of Shield into their workflow.
   

Collaboration & Strategy

• Collaborate with Cross-Functional Teams: Work closely with clinical, marketing, and product teams to align sales strategies, share feedback, and ensure cohesive execution of business plans.
• Strategic Business Expansion: Identify new business opportunities within your territory and foster collaborations with regional and local laboratories to expand reach and ensure phlebotomy draw agreements.
• Plan & Execute Launches: Develop and execute business plans in line with brand strategies to support the successful launch of new cancer screening technologies.
   

Market Insights & Analysis

• Monitor Competitive Landscape: Continuously analyze market trends, competitor offerings, and customer feedback to inform sales tactics and report insights to leadership.
• Customer Feedback & Reporting: Regularly share key insights and opportunities with the Commercial Team to enhance product offerings and optimize sales strategies.
   

Customer Service & Operations

• Provide High-Touch Customer Service: Maintain exceptional customer service standards by resolving issues proactively and supporting healthcare providers in every phase of the sales process.
• Compliance & Administrative Excellence: Ensure adherence to company policies, industry standards, and regulations, while managing multiple projects and deadlines effectively.

Qualifications:

• Experience: A minimum of 4 years of customer-facing sales experience in the healthcare industry (diagnostics, medical device, or pharmaceutical sales), or a minimum of 2 years of customer-facing sales experience in the healthcare industry and direct clinical experience in a patient care environment, as a registered nurse or a physician assistant. Experience in these areas with a proven track record of success and achievement drive. 
  • Preferred: Experience with diagnostic products, particularly blood-based testing or cancer screening products, directly to primary care providers.  Familiarity with the primary care landscape in your assigned territory is a plus.
• Sales Expertise: Demonstrated ability to engage in selling conversations, overcoming objections and aligning client needs with product offerings.  Preferred:  Proven experience in planning and executing product launches in the healthcare or diagnostic space.
• Product Knowledge: Strong understanding of the healthcare provider landscape, with the ability to quickly learn and apply technical product knowledge to drive sales.
• Communication Skills: Exceptional oral and written communication skills with the ability to present complex information in an easily understandable manner.
• CRM Proficiency: Experience with CRM systems such as Salesforce, Veeva, or similar platforms for tracking customer interactions and sales progress.
• Customer Service Excellence: Superior negotiation, problem-solving, and customer service skills.  Preferred:  High-touch customer service and relationship-building skills, with a focus on long-term partnership and success.

Personal Competencies & Attributes
At Guardant Health, we value personal traits that drive success in this dynamic and impactful role. The ideal candidate will demonstrate the following core competencies:

• Grit (Tenacity, Resilience, Scrappy): You are tenacious and resilient, able to navigate challenges with persistence and adaptability. You approach obstacles with a "scrappy" mindset, using creative solutions to keep moving forward and meet your objectives.
• Track Record of Success / Achievement Drive: You have consistently met and exceeded sales targets throughout your career. You are results-driven, thriving on achievement and maintaining a proven track record in closing deals and building strong relationships in the healthcare space.
• Initiative into Action / Problem Solver: You take initiative and make things happen. When challenges arise, you are quick to take action and find effective solutions, demonstrating your ability to problem-solve and adapt to changing circumstances.
• Strategic Thinking & Prioritization: You excel at developing strategic plans to drive business outcomes. You are adept at prioritizing tasks, managing multiple competing demands, and staying focused on what will yield the greatest impact for the business.
• Coachable / Growth Mindset: You have a growth mindset, viewing feedback as an opportunity for continuous improvement. You are coachable, eager to learn, and open to new ideas, always striving to develop both personally and professionally.

Personal Requirements

• Valid Driver’s License: A clean driving record is required for daily field office and customer visits.
• Travel Flexibility: Ability to travel daily within assigned territory and occasional national travel for sales meetings.

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: $116,000 - $133,000 

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.