People Matter

Key Account Manager (Northeast)

Guardant Health

Guardant Health

Sales & Business Development
Palo Alto, CA, USA
Posted on Thursday, July 11, 2024

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 field-based Key Account Manager is responsible for the effective promotion & integration to integrated delivery networks (IDNs), Academic Centers, Health Systems and other large health care providers within the designated territory. The Key Account Managers will cultivate and develop strategic relationships with assigned IDNs and Health Systems and reduce barriers for the field force to access the health care professionals affiliated with the system. The Key Account Managers will partner with the field sales force team to plan, coordinate, and pull through upon integration.

Essential Duties and Responsibilities:

  • Prospect and target to identify early adopter and generate interest in Guardant Health products and services
  • Meet and exceed sales goals, maximize promotional budgets, and execute the national sales strategy in accordance with Guardant Health standards.
  • Drive strategic business expansion/collaboration opportunities with the following: Academic Centers, Large Health Systems, IDNs.
  • Develop and implement a business plan in line with brand strategy to support launch.
  • Identify opportunities in the marketplace, share best practices, and proactively communicate strategies to cross-functional partners and members of the Commercial Team.
  • Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GH leadership.
  • Structure detailed strategic plans for gaining and retaining new and existing clients.
  • Manage implementation of all promotional activities to support sales and marketing strategies, in accordance with high industry standards and company policies.
  • Work effectively with individuals across multiple departments throughout GH.
  • Collaborate and coordinate with all sales positions (VP of Sales, NSD’s, RSD’s, and AE’s) to ensure successful attainment of company goals and objectives.
  • Embrace, embody, and always represent the Guardant Health company culture to external and internal constituents.
  • Demonstrate GH’s Values by acting with integrity, respect, trust and possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change.
  • Support and comply with the company’s Compliance, Regulatory and Quality Management System policies and procedures.
  • Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
  • This is a field-based role. Ability to travel approximately 50% of working time within assigned area and some travel outside of assigned area for regional or national meetings.
  • Must meet customer office access requirements.

Qualifications

  • 5+ years of direct key account management/direct customer-facing sales experience in testing, vaccines, or biopharma setting with a history of 1) consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceeded expectations.
  • Current relationships with key Health Systems and IDNs preferred in assigned territory.
  • Proven experience of Launch success including system approval, integration and pull through.
  • Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.
  • Comfortable communicating, presenting, selling at a high level in an organization (C-Suite, Senior Executives).
  • Impeccable oral and verbal communication and presentation skills; superior listening and problem-solving skills.
  • Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GH capabilities.
  • Ability to maintain an outstanding level of market, customer, distribution, and product knowledge necessary to accomplish sales and marketing objectives.
  • Ability to handle sensitive information and maintain a very high level of confidentiality.
  • Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
  • Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks while managing critical deadlines.
  • Strong administrative skills and sophistication to manage business in complex environments.
  • Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint.
  • Effective and regular utilization of Salesforce.com.
  • Information Systems, or equivalent years of industry experience
  • Experience with sales/marketing of products or services directly to health systems, hospitals, and Integrated Delivery Networks (IDNs).
  • Experience in a sales development or key account management role during a product launch.
  • Experience with business expansion/collaboration opportunities with the following: Academic Centers, Large Health Systems, IDNs.
  • Outstanding strategic sales account planning skills.
  • Excellent negotiation, problem-solving and customer service skills.

Work Environment:

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.

Additional Information

The US base salary range for this full-time position is $124,000 to $186,000. 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 [email protected]

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.

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

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