Director, Key Accounts - Oncology (West)

About the role

This role is responsible for assessing the initial interest, utilization and clinical benefits of working with Guardant Health to help business and growth objectives. It also involves national field team interaction, contract implementation, internal/external client education, enabling of novel approaches to gain access to our testing services, and ongoing enterprise level account management related to EMR integration and optimization.

Responsibilities

• Develops and implements innovative strategic market access initiatives to enable broader access to Guardant Health tests with IDN's, GPO's, academic medical centers, and other Key National/Regional accounts.
• Works cross-functionally with Guardant Health internal stakeholders and Field Sales Leadership to develop alignment around strategies for securing access to our testing platforms with prioritized groups.
• Oversees coordination of company-wide initiatives related to Key Accounts, IDN and GPO communication, and operational efficiency.
• Strategically evaluates complex scenarios that require interpretation on a wide variety of issues related to business objectives, varying laws/regulations, etc.
• Develops and maintains annual business plans to secure, implement and manage key corporate IDN, GPO and other strategic relationships, including targeting, development of key decision makers, economic modeling, clinical data collection, utilization and evaluation.
• Shares evolving geographic GPO, IDN and healthcare reform-related trends with the commercial leadership team to identify and create strategic plans and new opportunities to expand customer partnership relationships.
• Participates in sales meetings, seminars, industry conferences, and trade shows to gain laboratory market intelligence and to leverage new contractual relationships.
• May lead cross-functional teams or projects (examples: Mobile Phlebotomy Program Management, Portal Upgrades and Implementation, and other novel projects to enable access to our world-class diagnostic tests).
• Serves on other work groups or committees as requested.
• Participates in sales training initiatives with regional and national sales teams.
• Participates in customer meetings where and when appropriate.
• May participate in customer strategy and market research activities.
• Other duties as assigned by Vice President of Key Accounts.

  Qualifications

  • Travel up to 50% of the time.
  • Advanced knowledge of the biotechnology, diagnostics and pharmaceutical industry.
  • Intermediate-to-advanced knowledge of the following computer software programs: Microsoft Office: PowerPoint, Excel, and Word.
  • Ability to work independently and remotely while maintaining a strong teamwork ethic.
  • Multi-dimensional in abilities to work on simultaneous tasks, work cross-team and at different levels of the organization, whether internal or external relationships to the organization.
  • Self-directed, intrinsically motivated, flexible to changes in an ever-changing dynamic environment.
  • Strong problem-solving skills, good attention to detail, time management skills and personal initiative.
  • Exceptional human relations skills to coordinate the accomplishment of tasks through other people.
  • Outstanding oral presentation skills.
  • Highly developed written skills, the ability to produce documents for dissemination both inside and outside the organization for presentations, technical briefs and scientific publications.
  • Excellent proofreading skills, with the ability to proof for proper grammar, spelling, punctuation, and formatting of documents.
  • 7 to 10 years of diagnostic laboratory or anatomic pathology physician sales, Hospital Systems Account Management, Strategic Account Management, or pharmaceutical Key Accounts and contracting experience.
  • 6 plus years of experience in one or more of the following areas related to pharma/biotech: Sales, Hospital Systems Account Management, preferably in the life sciences and/or pharma/biotech industry.
  • Sales Leadership or Account Management experience.
  • Excellent project management skills with the ability to manage complex projects with resources across functional teams, including vendors.
  • Strong analytical, technical and creative problem-solving skills.
  • Excellent communication and interpersonal skills required.
  • Experience in developing plans and measures, liaising with and engaging cross-function and exposure in technical project management is preferable.
  • Must be an exemplary team player that can work effectively with colleagues at all levels within the organization.
  • Must be able to work independently and with a sense of urgency to meet timelines.
  • Must live in area.
  • Bachelor’s degree in life sciences or business related field required.
  • 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.