Key Account Manager - Great Lakes- Oncology Sales
Guardant Health
Company Description
Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood 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 launched liquid biopsy-based Guardant360®, Guardant360 CDx and Tissue biopsy-based GuardantTissue® tests for advanced stage cancer patients. These tests fuel development of its Infinity program, which aims to address the needs of early-stage cancer patients with neoadjuvant and adjuvant treatment selection, cancer survivors with surveillance, asymptomatic individuals eligible for cancer screening and individuals at a higher risk for developing cancer with early detection.
Job Description
The Key Accounts Manager position is created as a result of the need for more coordinated selling activities across Guardant Health’s top accounts, academic medical centers, IDN’s, and GPO’s. The national designation more accurately defines the current expectations and role functionality recognizing that customer engagement extends beyond a regional geographical title.
This role is not only responsible for assessing the initial interest, utilization and clinical benefits of working with Guardant Health to help business and growth objectives but also national field team interaction, contract implementation, internal/external client education, enabling of novel approaches to gain access to our testing services, and on-going enterprise level account management related to EMR integration and optimization. The Key Account Manager creates, develops and continuously manages local, regional and national corporate relationships with IDN’s and GPO’s.
Qualifications
Primary Tasks & Responsibilities:
● The KAM is expected to 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.
● Key Account Managers are expected to 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.
• Conduct pre and post customer documents for strategy alignment with internal stakeholders. Along with pre & post cross functional stakeholder alignment calls to ensure customer meeting readiness and post meeting execution.
• C-suite presentation skills utilizing PowerPoint, the ability to present via TEAMs, ZOOM and in-Person to decision-makers.
● 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.
● Effectively 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.
● Accountable for strategic evaluation of 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.
Additional Responsibilities may include:
● 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 their respective Key Account Director, and Vice President of Key Accounts
Preferred Qualifications
● 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 specifically calling on Director level and C-Suite Level decision makers with top-down business alignment.
● Proven-sales performance focusing on director level and c-suite level decision makers
● 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
● Candidate should be based major market with proximity to airport
Education:
● Bachelor’s degree in life sciences or business-related field required (MBA preferred)
Additional Information
The US base salary range for this full-time position is $124,000 to $170,500. 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]
A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952).
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/
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