Vice President, Key Accounts - Oncology Sales

Company Description

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary tests, vast data sets and advanced analytics. The Guardant Health oncology platform leverages capabilities to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs across all stages of the cancer care continuum. Guardant Health has commercially launched Guardant360®, Guardant360 CDx, Guardant360 TissueNext™, Guardant360 Response™, and GuardantOMNI® tests for advanced stage cancer patients, and Guardant Reveal™ for early-stage cancer patients. The Guardant Health screening portfolio, including the Shield™ test, aims to address the needs of individuals eligible for cancer screening.

Job Description

The role of Vice President, Key Accounts is responsible for assessing the interest, clinical benefits, and integration model for partnering with Guardant Health to drive mutual business objectives through our Global Nexus program. Partnership activities may include EMR integration, national field team interaction, data sharing agreements, contract implementation, internal/external client education, enablement of novel approaches to gain access to testing services, and ongoing enterprise-level account management across Guardant Health’s top accounts, academic medical centers, IDN’s, and GPO’s.

Primary Tasks & Responsibilities:

• Lead, mentor, and manage a team of Key Account Directors, Key Account Managers, and Implementation Specialists by fostering a culture of excellence and continuous improvement.
• Develop and implement comprehensive annual business plans and account management strategies to achieve product and revenue growth along with client satisfaction.
• Collaborate with the executive team to align key account strategies with overall business objectives.
• Support the cross functional team in the development of brand strategy and tactical marketing plans for current and future Guardant Oncology products in development
• Bring strong customer insights and deep Oncology clinical knowledge to help support the growth of current and future Guardant Oncology products
• Provide leadership across the commercial organization (Field Sales, Marketing, Client Services) and partner effectively with non-commercial internal sakeholders in Product Development, Reimbursement, Technology Development, Compliance, Regulatory, and Legal to gain alignment around strategies for securing access to our testing platforms with prioritized groups.
• Oversee coordination of company-wide initiatives related to Key Accounts and the Global Nexus Consortia
• Accountable for strategic evaluation of complex scenarios that require interpretation on a wide variety of issues related to business objectives, varying laws/regulations, etc.
• Responsible for the development of new and existing customer relationships for the Global Nexus Consortia and institutions of strategic significance. Collaborate with Executive Leadership, Medical and Commercial team to develop strategic initiatives and develop Executive relationships in key institutions
• Establish and develop productive, professional relationships with Executive leadership and key personnel and cross collaboratively leverage these relationships in support of strategic initiatives.
• Participate in Executive level discussions regarding collaborative projects for members of the Nexus Consortia
• Monitor and communicate on clinical molecular genomics developments, i.e. competitors, new technology, new test offerings, etc. Participates in sales meetings, seminars, industry conferences, and tradeshows to gain laboratory market intelligence and to leverage new contractual relationships.
  
  

Additional Responsibilities (may be assigned):

• 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
• 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 the Senior Vice President of Key Accounts & Strategic Parternships
  
  

Basic Requirements of the Job:

• Travel up to 75% of the time
• Applies advanced knowledge of the biotechnology, diagnostics and pharmaceutical industry.
• Ability to apply advanced knowledge of company product specifications.
• 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.
  
  

Qualifications

• Basic Qualifications:
• Bachelor’s degree in life sciences or business related field required (MBA preferred)
• Preferred Qualifications:
• 7 to 10 years of commercial experience in the diagnostic laboratory or anatomic pathology, 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 Clinical 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
  

Additional Information

The US base salary range for this full-time position is $242,000 to $300,000. The range does not include benefits, and if applicable, bonus, commission, or equity. The range displayed reflects the minimum and maximum target for new hire salaries across all US locations for the posted role with the exception of any locations specifically referenced below (if any).

Within the range, individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training. If you are selected to move forward, the recruiting team will provide details specific to the factors above.

Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.

Guardant Health is committed to providing reasonable accommodations in our hiring processes for candidates with disabilities, long-term conditions, mental health conditions, or sincerely held religious beliefs. If you need support, please reach out to Peopleteam@guardanthealth.com

Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

All your information will be kept confidential according to EEO guidelines.

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Please visit our career page at: http://www.guardanthealth.com/jobs/