Account Executive, Oncology Late Stage (Tucson)

Location: Remote-USA-AZ, United States of America

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 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

• Drive strategic business expansion/collaboration opportunities with the following:
• Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory
• Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory.
• Structure detailed strategic plans for gaining and retaining new and existing clients.
• Maximize client-bill contracting opportunities
• Implement laboratory services agreements (LSA’s) with bill account institutions
• Collaborate and coordinate with all sales positions (Head of Sales, RSD’s, DSM’s, SAM’s, and AE’s) to ensure the successful attainment of company goals and objectives
• Identify and develop partnering opportunities between prospective oncology clients and GHI.
• Promote and drive compliance with new web-based molecular information tools for all clients.
• Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership.
• Monitor the performance of sales to ensure objectives are met
• Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc.
• Work effectively with individuals across multiple departments throughout Gardant Health Inc.
• Embrace, embody, and represent the Guardant Health company culture at all times to external and internal constituents.

Required Qualifications

2-3 years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.

3-5 years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and large oncology practices.

Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.

Ability to provide an integrated MolDx solution using Guardant Health’s next generation sequencing technology to prospects and customers.

Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities

Comfortable communicating, presenting, selling at the executive level (CEO, COO, CFO)

Keen 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

Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape

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 oral and verbal communication and presentation skills

Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint

Effective and regular utilization of 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