Director, Key Accounts - Oncology (West)

Company Description

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® is transforming patient care and accelerating 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. For more information, visit guardanthealth.com and follow the company on LinkedIn , X (Twitter) and Facebook .

This role is not only responsible for assessing the initial interest, utilization and clinical bene fi ts of working withGuardant Health to help business and growth objectives but also national fi eld team interaction, contractimplementation, internal/external client education, enabling of novel approaches to gain access to our testingservices, and on-going enterprise level account management related to EMR integration and optimization. TheNational Director creates, develops and continuously manages local, regional and national corporaterelationships with IDN’s and GPO’s.

Job Description

Develops and implements innovative strategic market access intiatives to enable broader access toGuardant Health tests with IDN’s, GPO’s, academic medical centers, and other Key National/Regionalaccounts.

Effectively works cross-functionally with Guardant Health internal stakeholders and Field Sales Leadershipto 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 e ffi ciency.

Accountable for strategic evaluation of complex scenarios that require interpretation on a wide variety ofissues related to business objectives, varying laws/regulations, etc.

Develops and maintains annual business plans to secure, implement and manage key corporate IDN, GPOand other strategic relationships, including targeting, development of key decision makers, economicmodeling, clinical data collection, utilization and evaluation.

Shares evolving geographic GPO, IDN and healthcare reform-related trends with the commercial leadershipteam to identify and create strategic plans and new opportunities to expand customer partnershiprelationships.

Participates in sales meetings, seminars, industry conferences, and trade shows to gain laboratory marketintelligence and to leverage new contractual relationships.

Additional Responsibilities may include :

May lead cross-functional teams or projects (examples: Mobile Phlebotomy Program Management, PortalUpgrades and Implementation, and other novel projects to enable access to our world class diagnostictests)

Serves on other work groups or committees as requested

May participate 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

Quali fi cations

Travel up to 50% of the time

Applies advanced knowledge of the biotechnology, diagnostics and pharmaceutical industry.

Ability to apply advanced knowledge of company product speci fi cations.

Intermediate-to-advanced knowledge of the following computer software programs: Microsoft O ffi ce:Power point, 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 di ff erent levels of theorganization, whether internal or external relationships to the organization.

Self-directed, intrinsically motivated, fl exible 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 outsidethe organization for presentations, technical briefs and scienti fi c publications.

Excellent proofreading skills, with the ability to proof for proper grammar, spelling, punctuation, andformatting of documents.

7 to 10 years of diagnostic laboratory or anatomic pathology physician sales, Hospital Systems AccountManagement, Strategic Account Management, or pharmaceutical Key Accounts and contractingexperience.

6 plus years of experience in one or more of the following areas related to pharma/biotech: Sales, HospitalSystems Account Management preferably in the life sciences and/or pharma/biotech industry SalesLeadership or Account Management experience Excellent project management skills with the ability tomanage 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 intechnical project management is preferable.

Must be an exemplary team player that can work e ff ectively with colleagues at all levels within theorganization.

Must be able to work independently and with a sense of urgency to meet timelines

Must live in area

Education: Bachelor’s degree in life sciences or business related fi eld required

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.

The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need. Primary Location: Remote-USA-CA Primary Location Base Pay Range: $172,300 - $236,950 Other US Location(s) Base Pay Range: $172,300 - $236,950 If the role is performed in Colorado, the pay range for this job is: $172,300 - $236,950