Key Account Manager - Oncology - North Central

Primary Tasks & Responsibilities

• Develop a champion/advocate at a target account who supports and will actively advocate for the account’s commitment to implement a proposed initiative to leverage Guardant tests to improve patient testing.
• Identify opportunities for improvement in patient testing using Guardant’s tests, propose protocols or initiatives that when implemented achieve stated objectives and have an affirmative decision by the appropriate account representatives to implement proposed initiative.
• Cross-functional stakeholder alignment calls to ensure customer meeting readiness and post meeting execution.
• Conduct pre and post customer documents for strategy alignment with internal stakeholders.
• Presentations via various platforms (PowerPoint, TEAMs, ZOOM) to decision-makers.
• Develop and implement 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.
• Work 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.
• Oversee coordination of company-wide initiatives related to Key Accounts, IDN and GPO communication, and operational efficiency.
• Strategic evaluation of complex scenarios that require interpretation on a wide variety of issues related to business objectives, varying laws/regulations, etc.
• Develop and maintain 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.
• Participate in sales meetings, seminars, industry conferences, and trade shows to gain laboratory market intelligence and to leverage new contractual relationships.

Additional Responsibilities

• 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.

Preferred Qualifications

• Extensive commercial experience 10+ years in healthcare, diagnostics, or life sciences, with at least 7 years focused on enterprise-level health system partnerships and c-suite engagement where primary call points are Director level and C-suite level decision makers with top-down business alignment.
• Demonstrated success leading complex sales cycles across networks, integrated networks (IDNs), and national accounts.
• Track record of driving enterprise adoption of precision medicine, genomics, or advanced diagnostics solutions.
• Executive presence with ability to build trusted relationships at the CEO, CMO, VP, and Medical Director, Precision Medicine Director, etc.
• Proven ability to translate clinical, operational and financial strategies into board-room ready strategies that resonates with health system leadership.
• Adept at navigating organizational complexity, aligning cross-functional teams, and executing multi-stakeholder initiatives.
• Proven-sales performance focusing on director level and c-suite level decision makers.
• 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.
• Candidate should be based in a major market with proximity to an airport.