Account Executive - Screening (Wichita Southwest)

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 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 a unique opportunity to join the 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 directly impact patients’ lives. In this role, you’ll promote the SHIELD colorectal cancer (CRC) blood test to healthcare providers in the primary care setting, driving early detection of cancer to help save lives and reduce healthcare costs.

Responsibilities

• 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: Build 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 stakeholder support beyond the provider, ensuring smooth integration of SHIELD into their workflow.
• 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.
• 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.
• 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.

Requirements

• 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 physician assistant.
• Demonstrated ability to engage in selling conversations, overcome objections, and align client needs with product offerings.
• Strong understanding of the healthcare provider landscape, with the ability to quickly learn and apply technical product knowledge to drive sales.
• Exceptional oral and written communication skills with the ability to present complex information in an easily understandable manner.
• Experience with CRM systems such as Salesforce, Veeva, or similar platforms for tracking customer interactions and sales progress.
• Superior negotiation, problem-solving, and customer service skills.
• 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.
• 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.

Preferred Qualifications

• 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.
• Proven experience in planning and executing product launches in the healthcare or diagnostic space.
• High-touch customer service and relationship-building skills, with a focus on long-term partnership and success.

Skills & Attributes

• Grit (Tenacity, Resilience, Scrappy): Tenacious and resilient, able to navigate challenges with persistence and adaptability. Approaches obstacles with a "scrappy" mindset, using creative solutions to meet objectives.
• Track Record of Success / Achievement Drive: Consistently meets and exceeds sales targets. 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: Takes initiative and makes things happen. Quick to take action and find effective solutions when challenges arise.
• Strategic Thinking & Prioritization: Excels at developing strategic plans to drive business outcomes. Adept at prioritizing tasks, managing multiple competing demands, and staying focused on high-impact activities.
• Coachable / Growth Mindset: Views feedback as an opportunity for continuous improvement. Coachable, eager to learn, and open to new ideas, always striving for personal and professional development.

Schedule

Hybrid work model with defined in-person collaboration days and work-from-home days. All U.S. employees who live within 50 miles of a Guardant facility are required to be onsite on Mondays, Tuesdays, and Thursdays.