Director, Key Accounts - Northeast

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.

The Key Account Director 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 National Director creates, develops and continuously manages local, regional and national corporate relationships with IDN’s and GPO’s.

• Develops and implements innovative strategic market access intiatives 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 the Vice President of US Oncology Sales

• 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 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. 
• 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.
• 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

Education: Bachelor’s degree in life sciences or business related field required (MBA preferred)

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.