Account Executive Pathology SalesOncology Division New Jersey Philadelphia

Guardant Health; Jersey City (NJ); On-site; USD 138,000 - 187,000; Full time

Job summary

A leading company in precision oncology is seeking a Pathology Account Executive to drive growth in diagnostic pathology accounts. The role involves building strong partnerships with healthcare providers, promoting tissue testing, and collaborating with cross-functional teams. Candidates should have extensive experience in account management and a deep understanding of pathology workflows. This position offers a competitive salary and the opportunity to make a significant impact in the oncology field.

Qualifications

• 7+ years in account management in pathology sales or oncology-related roles.
• Deep knowledge of FFPE Tissue-based NGS / CGP testing.
• Ability to travel >50% within territory.

Responsibilities

• Drive growth in diagnostic pathology and precision oncology accounts.
• Establish long-term relationships with healthcare providers.
• Execute Laboratory Service Agreements and negotiate pricing.

Skills

Account Management

Sales

Client Relationship Building

Consultative Sales

Education

Bachelor’s degree in life sciences

Advanced degree in related field

Tools

Salesforce

Microsoft Office Suite

Job description

Job Description

Oncology Sales is a dedicated organization inside of Guardant Health focused on the commercialization of the Guardant 360 and Reveal portfolio. The Oncology Sales’ singular focus on bringing our early to advanced-stage cancer tests to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the patient population who can benefit from our advanced analytics and proprietary testing.

About the Role:

The Pathology Account Executive is responsible for driving growth in diagnostic pathology and precision oncology accounts by building strong partnerships with healthcare providers. This role focuses on increasing tissue testing volume through strategic sales, education, and account development across hospitals, oncology centers, and physician networks.

CORE RESPONSIBILITIES

Tissue Volume Growth

• Primary Goal: Drive overall 360 tissue volume in assigned / overlapping regions.
• Promote the adoption of precision oncology diagnostics and the Guardant Health testing portfolio with the focus on driving 360 tissue.

Sales & Business Development

• Execute Laboratory Service Agreements and break down ordering barriers in accounts. Work with legal and the internal pathology operations manager on timely execution of agreements.
• Negotiate pricing agreements based on a tied pricing schedule and facilitate escalation of pricing exceptions outside of guardrails.
• Work with the KAD and KAM overlapping the region on higher level partnership agreements and contracts, such as data sharing and EMR integrations.
• Present Guardant services and solutions to C-level executives in hospitals and pathology departments.
• Target and close new business opportunities for tissue testing in pathology accounts in the community oncology setting and at academic cancer centers.
• Manage and expand existing accounts to ensure client satisfaction and retention.
• Collaborate with internal teams (medical, billing, operations) to resolve client issues.
• Forecast sales and manage account pipelines via CRM.
• Facilitate obtaining FFPE tissue processing agreements, where needed, and agreements for reimbursement of slide processing / cutting in place with hospitals and/or pathology labs.

Client Relationship Building

• Establish and nurture long-term relationships with pathologists (Chief of Pathology), oncologists, hospital administrators, and oncology and pathology department staff.

Education & Training

• Deliver in-field training on pathology workflows, diagnostic tests, and technology solutions.
• Build clinical consensus on complex molecular diagnostic pathways.
• Train healthcare staff on EMR-integrated oncology workflows.

Strategic Collaboration

Work in coordination with multiple cross-functional partners (Oncology Sales Team, Medical Affairs, IT, Customer Service, and Key Accounts) and collaborate with leading healthcare professionals in oncology and pathology innovation.

Qualifications:

• 7+ years in account management in pathology sales, diagnostics, lab services, or oncology-related roles (preferably direct sales to Pathologists).
• Deep knowledge of FFPE Tissue-based NGS / CGP testing.
• Deep knowledge of pathology workflows, molecular diagnostics, or oncology therapeutic areas.
• A customer-first mindset and the ability to influence clinical decision-makers with empathy and clarity.
• Proven track record of delivering results in a consultative sales environment.
• Familiarity with pathology billing, reimbursement, and lab contracting is a plus.
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
• Ability to travel >50% within your territory.

Education:

Bachelor’s degree in life sciences, pathology, business, or a related field required. An advanced degree or clinical/lab background is a plus.

Additional Information

The US base salary range for this full-time position is $138,400 to $186,840, excluding benefits, bonus, commission, or equity. The range reflects the minimum and maximum target salaries across all US locations for this role, with individual pay determined by work location, skills, experience, and education.

Work environment may include exposure to high noise levels, fumes, and biohazard materials in laboratory settings. Most work is performed in a desk/office environment, with some lifting of routine supplies and use of office equipment.

Guardant Health is committed to providing reasonable accommodations during the hiring process for candidates with disabilities, long-term conditions, mental health conditions, or religious beliefs. For support, contact [e-mail].

We are an Equal Opportunity Employer. All qualified applicants will receive consideration regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability. All information will be kept confidential per EEO guidelines.

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Visit our careers page at http://www.guardanthealth.com/jobs/.

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