Pathology Regional Sales Director, Oncology Sales (West)

Guardant Health; United States; Remote; USD 179,000 - 242,000; Full time

Job summary

A leading precision oncology company is seeking a Pathology Regional Sales Director to drive business expansion and lead a team of Account Executives. The role involves strategic planning, collaboration with cancer centers, and performance management. Ideal candidates will have a strong background in healthcare sales and leadership, with a focus on achieving business objectives.

Qualifications

• At least 2 years of competitive people leadership experience.
• 3+ years of competitive selling experience in the healthcare market.

Responsibilities

• Drive business expansion with major U.S. cancer centers and clinics.
• Hire, lead, coach, and performance manage a team of Account Executives.

Skills

Leadership

Communication

Problem Solving

Education

Bachelor's degree in life sciences or biology

Tools

Microsoft Office

Salesforce.com

Job description

Pathology Regional Sales Director, Oncology Sales (West)

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer. For more information, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter), and Facebook.

The Pathology Regional Sales Director (RSD) is responsible for leading, coaching, and developing a group of Account Executives and Account Managers dedicated to meeting and exceeding business objectives. The RSD leads the implementation of regional strategies for the promoted product line. Customers include office-based physicians, medical directors, key medical and nursing personnel among others. The role involves overseeing hiring, training, coaching, and performance management, as well as coaching on effective account targeting, collaboration, and coverage.

Essential Duties and Responsibilities:

1. Drive strategic business expansion and collaboration opportunities with major U.S. cancer centers, clinics, Key Opinion Leaders, and Academic Medical Centers within the region.
2. Structure detailed strategic plans for gaining and retaining new and existing clients.
3. Hire, lead, coach, and performance manage a team of Account Executives and Account Managers.
4. Implement laboratory services agreements (LSAs) with bill account institutions.
5. Collaborate and coordinate with all cross-functional partners to ensure successful attainment of company goals and objectives.
6. Identify and develop partnering opportunities between prospective oncology clients and GHI.
7. Promote and drive compliance with web-based molecular information tools for all clients.
8. Analyze the competitive landscape within assigned accounts to determine trends and provide customer feedback to GHI leadership.
9. Monitor sales performance to ensure objectives are met.
10. Develop and implement a comprehensive business plan for the territory, including budgets, travel, territory management, and goal setting.
11. Represent the Guardant Health company culture externally and internally.
12. Travel frequently (>50%) throughout the territory as needed.

Requirements:

1. At least 2 years of competitive people leadership experience with a proven track record of results and high-performing team culture, or completion of Leadership Development curriculum.
2. 3+ years of competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.) with strong performance history.
3. Experience in leading and influencing teams to meet business objectives.
4. Ability to motivate and lead while fostering a culture of performance, positivity, integrity, inclusion, teamwork, and respect.
5. Proven ability to analyze business, identify insights, develop strategies, and execute tactical plans.
6. Strong verbal and written communication skills.
7. Ability to handle sensitive information confidentially.
8. Positive attitude and understanding of organizational growth and change dynamics.
9. Proficiency with Microsoft Office, especially Excel and PowerPoint.
10. Ability to develop cross-functional relationships to achieve goals.
11. Ability to work independently with minimal supervision.
12. Strong problem-solving, decision-making, and technical learning skills.
13. Effective administrative skills to manage complex environments.
14. Act with integrity, respect, and trust, embodying GHI's values.

Preferred Qualifications:

1. Reside in or within 50 miles of the region.
2. 5+ years of account management in molecular diagnostics with proven performance.
3. Experience working with major cancer centers, oncology GPOs, large health systems, or practices.
4. Ability to coach teams in engaging customers through consultative processes.
5. Proven negotiation skills at all customer levels, including executives.
6. Understanding of payor and reimbursement environments in oncology and diagnostics.
7. Ability to manage multiple projects and prioritize effectively.
8. Strong knowledge of market, customer, and product landscape.
9. Experience leading strategic sales account plans.
10. Regular use of Salesforce.com.

Education: Bachelor's degree in life sciences or biology preferred.

The US base salary range for this full-time position is $179,200 to $241,920, excluding benefits, bonuses, commissions, or equity. Salary is determined by location, skills, experience, and education. The role may require lifting office supplies, working in a desk/office environment, and exposure to lab hazards. Guardant Health provides accommodations for candidates with disabilities and is an Equal Opportunity Employer. Confidentiality is maintained per EEO guidelines. For more information about data collection, review our Privacy Notice for Job Applicants.