Account Executive - Oncology Late Stage (Birmingham, AL)

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® transforms patient care and accelerates 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.

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. You will work hand in hand with sales leadership to drive market sales strategy and business expansion for Oncology healthcare providers and offices. The role is 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.

Responsibilities

• Drive strategic business expansion and collaboration opportunities with major U.S. cancer centers, clinics, the top 20 largest oncology practices in the territory, Key Opinion Leaders (KOLs), and Academic Medical Centers (AMCs).
• Structure detailed strategic plans for gaining and retaining new and existing clients.
• Maximize client-bill contracting opportunities and implement laboratory services agreements (LSAs) with bill account institutions.
• Collaborate and coordinate with all sales positions (Head of Sales, RSDs, DSMs, SAMs, and AEs) to ensure the 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.
• Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to Guardant Health leadership.
• Monitor sales performance to ensure objectives are met.
• Develop and implement a comprehensive business plan for the territory, including budgets, travel, territory management, and goal setting.
• Work effectively with individuals across multiple departments throughout Guardant Health.
• Embrace, embody, and represent the Guardant Health company culture at all times to external and internal constituents.

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 GPOs, 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 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.
• Ability to work effectively with minimal direction from or interface with a manager.
• Strong problem-solving, decision-making, and technical learning skills.
• Strong administrative skills and sophistication to manage business in complex environments.
• Demonstrate Guardant Health’s values by acting with integrity, respect, trust, and a positive attitude, understanding the dynamics involved with organizational growth and change.
• Frequent travel (greater than 50%) throughout the territory as needed.

Qualifications

• B.S. in life science, biology, business, or marketing preferred.
• 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 efficiency, effectiveness, and quality of work.

Schedule

Hybrid work model: Employees who live within 50 miles of a Guardant facility are required to be onsite on Mondays, Tuesdays, and Thursdays. This model supports in-person collaboration and work-from-home days for individual-focused time.

Pay

The annualized base salary range for this role is $142,200 - $195,550. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need.