Country Manager, Spain

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

About the Role:

Responsible for overseeing the delivery of country specific commercial and market access / reimbursement programmes, to launch and fully commercialise the company’s product portfolio within the territory, establish and lead Spain public private partnerships (PPPs). This will involve close collaboration with medical affairs and evidence generation activities and the VP for medical affairs in the region, and other global programmes and regional efforts to optimise the contribution of the Country to these goals.

Essential Duties and Responsibilities:

• Build and develop an integrated and effective Country leadership team with the scope and capability to execute on the Spain plan, securing growth in line with the company’s international plans.
• Work closely with the Biopharma team to ensure effective coordination at the Country level with VP EU biopharma and the respective biopharma teams where appropriate.
• Key performance targets will be sales revenue and profitability of the portfolio offered in the Country. In addition, business growth beyond the annual plan is highly desirable, and is considered to be the hallmark of high performance within the organisation.
• Create and manage a comprehensive Country level P&L, ensuring delivery, while managing any variances appropriately.
• Utilise established expertise in identifying and managing complex high value regional, or private sector tenders, including post award contracting and information governance processes.
• Establish and lead a strategy to secure public reimbursement regionally, and ultimately nationally, for Guardant Health’s portfolio in Spain.
• Develop and maintain a rational pricing approach which is aligned with Company profitability guidance, which optimises revenue and profit levels in Spain.
• Deliver accurate forecasts of sales and profit levels by product on a monthly and quarterly basis, flexing budgets as required and developing course corrections to mitigate any identified financial risks, or capitalise on unbudgeted opportunities which arise.
• Hire, develop and coach a market leading Country team, with the right competencies, commercial / medical acumen, and motivation to deliver effectively on the Spain plan in the short and longer term.
• Implement and maintain commercial excellence programmes to bring in the right commercial planning and sales excellence tools to upskill the team and optimise performance.
• Develop and maintain close and effective collaboration with the Client Services team to deliver a seamless, scalable high quality customer service experience.
• A key responsibility is to oversee and manage the interface between the direct Country Sales effort and PPP partners.
• Work in close partnership with the International Public Affairs and Market Access function to define and execute against the most appropriate strategy and tactics required to secure high levels of reimbursement for the Company’s portfolio within Spain.
• Support an effectively resourced medical team, capable of fully articulating the Company’s clinical offering to clinicians at all levels of experience.
• Ensure that the territory contributes strongly to Global and Regionally focused trials, and that specific Country studies are developed which effectively deliver the evidence development underpinning reimbursement.
• Ensure that the Country team is effectively managed and developed to deliver best in class in performance, and that the business is seen as a highly desirable employer.
• Manage and lead Spain commercial team (nb. currently a sales distributor and market access consultants); dotted line leadership of medical director.
• Partner with senior director international business development to co-manage EUAA long range plans.

Qualifications:

• Molecular Biology, Genetics, Pharmacy, Medical or equivalent degree.
• A relevant Masters (particularly an MBA) would be highly desirable.
• Full, clean and current national driving license.

Experience:

• 5 plus years in a Senior Sales or Medical management experience, ideally gained in the Oncology molecular diagnostics / devices or closely related areas.
• The job holder must be used to managing teams to achieve agreed targets with the minimum of management intervention, and be comfortable managing P&L budgets.
• Expert knowledge of the public and private oncology related genomic medicine healthcare landscape is an essential requirement.
• Proven track record in delivery of complex commercial and medical programmes.

Skills:

• The job holder must possess proven commercial and scientific management ability and be able to demonstrate adept command of the essential skills of the teams under their direction.
• The job holder will be an excellent coach, rather than a transactional manager, and will be prepared to work closely with their team in the field to deliver key programmes of work.
• The job holder must possess the highly developed interpersonal and social skills necessary to represent the Company and to be able to communicate at all levels both internally and externally.
• The ability to create and present compelling and persuasive presentations to secure commitment from senior leaders up to C-suite, both internally and externally.