Early Stage Account Executive - Oncology

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. 

Oncology Sales is a dedicated organization inside Guardant Health focused on the commercialization of the Guardant 360® (Liquid, CDx, and Tissue), Reveal® and Response® portfolio. The Oncology Sales’ singular focus on bringing our cancer tests to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the patient population who can benefit from our advanced analytics and proprietary testing. 

This position will have a primary focus on early stage MRD Reveal tests.

About the Role:

This is an opportunity to join the growing Oncology Sales commercial team at Guardant Health as an experienced field-based Account Executive and work hand in hand with sales leadership to drive market sales strategy and business expansion for Oncology healthcare providers and offices. The field-based Account Executive - Oncology Sales are responsible for the effective promotion of our liquid biopsy products and for identifying new opportunities to build relationships with healthcare practices, cancer centers, IDNs, and academic medical centers within the assigned territory. This position will act with urgency, drive, and passion to deliver best-in-class oncology diagnostic products and services for cancer patients. 

Essential Duties and Responsibilities:

• Execute commercial field sales strategy with targeted oncology customers to drive sales and achieve business objectives. 
• Develop strong customer relationships that enable opportunities to engage target customers on Guardant Health’s portfolio of products
• Develop and execute detailed, local, collaborative strategic plan for gaining and retaining new and existing customers.  The plan should be inclusive of budgets, travel, territory management, resource use, goal setting, etc.
• Collaborate and coordinate with internal partners and leadership to ensure the successful attainment of company goals and objectives
• Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GH leadership.
• Monitor the performance of sales and make compliant and on-strategy adjustments to ensure objectives are met
• Embrace, embody, and represent the Guardant Health company culture and values at all times to external and internal constituents.

Required Qualifications

• Minimum 3 years of field-based, account-focused healthcare sales experience (with a preference in a molecular diagnostic setting) with a history of above-average performance that has met and exceeded expectations.
• Resides in the territory, or within 25 miles of territory boundary

• Four-year university degree, (B.S. in life science, biology, business or marketing preferred)

Preferred Qualifications

• Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape
• Demonstrated measurable revenue generation and/or quota attainment at either a diagnostic, pharmaceutical or relevant biotechnology company.
• Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GH capabilities
• Comfortable communicating, presenting, selling to customers at all levels (C-suite, D-suite, etc.)
• Understanding of the payor and reimbursement environment in the oncology and diagnostic space
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Excellent knowledge of oncology, hematology, chemotherapeutics and targeted agents
• Excellent negotiation and customer service skills
• Outstanding strategic sales account planning skills
• Superior listening and problem-solving skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Demonstrate consistent closing abilities throughout the sales cycle
• Impeccable verbal communication and presentation skills
• Must be proficient with all Microsoft Office products – particularly Excel and PowerPoint
• Effective and regular utilization of platforms such as Veeva and Salesforce.com
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's 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
• Frequent travel ( > 50%) throughout the territory as needed

Education:

B.S. in life science, biology, business or marketing preferred

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 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.

Primary Location: Remote-USA-NC
Primary Location Base Pay Range: $142,200 - $195,550
Other US Location(s) Base Pay Range: $142,200 - $195,550
If the role is performed in Colorado, the pay range for this job is: $142,200 - $195,550