Account Executive, Kansas City - Oncology Sales id-12163
About the position
Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through the use of its proprietary tests, vast data sets, and advanced analytics. The Guardant Health oncology platform leverages capabilities to drive commercial adoption, improve patient clinical outcomes, and lower healthcare costs across all stages of the cancer care continuum. Guardant Health has commercially launched Guardant360®, Guardant360 CDx, Guardant360 TissueNext™, Guardant360 Response™, and GuardantOMNI® tests for advanced stage cancer patients, and Guardant Reveal™ for early-stage cancer patients. The Guardant Health screening portfolio, including the Shield™ test, aims to address the needs of individuals eligible for cancer screening.
The Oncology Sales division is a dedicated organization within Guardant Health focused on the commercialization of the Guardant 360® and Reveal® portfolio. This team is singularly focused on bringing early to advanced-stage cancer tests to market, allowing for the speed and urgency needed to achieve ambitious goals and serve the patient population who can benefit from advanced analytics and proprietary testing. As an experienced field-based Account Executive, you will work closely with sales leadership to drive market sales strategy and business expansion for oncology healthcare providers and offices.
You will be responsible for effectively promoting our liquid biopsy products and identifying new opportunities to build relationships with healthcare practices, cancer centers, Integrated Delivery Networks (IDNs), and academic medical centers within your assigned territory. In this role, you will act with urgency, drive, and passion to deliver best-in-class oncology diagnostic products and services for cancer patients. You will drive strategic business expansion and collaboration opportunities with major U.S. cancer centers and clinics, as well as top oncology practices in your territory. You will structure detailed strategic plans for gaining and retaining new and existing clients, maximize client-bill contracting opportunities, and implement laboratory services agreements with billing account institutions.
Collaboration with all sales positions is essential to ensure the successful attainment of company goals and objectives. You will also analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to leadership, monitor sales performance, and develop a comprehensive business plan for your territory.
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Responsibilities
- Drive strategic business expansion and collaboration opportunities with major U.S. cancer centers and clinics.
- Structure detailed strategic plans for gaining and retaining new and existing clients.
- Maximize client-bill contracting opportunities.
- Implement laboratory services agreements (LSA's) with billing account institutions.
- Collaborate and coordinate with all sales positions to ensure successful attainment of company goals and objectives.
- Identify and develop partnering opportunities between prospective oncology clients and Guardant Health.
- Promote and drive compliance with new web-based molecular information tools for all clients.
- Analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to leadership.
- Monitor the performance of sales to ensure objectives are met.
- Develop and implement a comprehensive business plan for the territory that includes budgets, travel, territory management, and goal setting.
Requirements
- 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, IDNs, 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 Guardant Health's capabilities.
- Comfortable communicating, presenting, and 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.
- 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.
- Strong administrative skills and sophistication to manage business in complex environments.
Nice-to-haves
- B.S. in life science, biology, business, or marketing preferred.
Benefits
- Competitive salary range of $132,000 to $179,000 USD based on experience and location.
- Opportunities for bonuses and commissions based on performance.
- Comprehensive health insurance coverage.
- 401(k) retirement savings plan with company matching contributions.
- Paid time off and holidays.
- Employee discounts on products and services.
