Regional Sales Director (CT, RI, Western, MA, Westchester, NY Area)

Role OverviewThe field-based Regional Sales Director (RSD), Screening Team is responsible for leading a team of Account Executives within a designated region, promoting the Shield™ early cancer detection solution to general practice providers and their practices. ResponsibilitiesProspect and target to identify a region early adopter list and generate adoption of Shield. Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements that support your region. Initiate and secure lab service draw agreements, establish strong partnerships and manage the relationship with your teams. Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers in the assigned region. Successfully manage 8-12 direct reports, including the recruitment and selection of highly qualified Account Executives, ensuring effective coaching and development of the sales force. Demonstrate effective leadership; drive performance through coaching, motivating and inspiring the team of Account Executives; provide clear expectations, ongoing feedback and opportunities for continuous development. Manage the assigned region’s sales targets and maintain ongoing reporting of progress with the management team. Successfully forecast and achieve quarterly and annual sales goals. Ensure the effective use of sales process and approved product marketing and product promotion material by the regional sales force. Model and share best practices nationally. Effectively manage open territories while recruiting for new personnel should a territory be vacated within the designated area. Develop and implement a comprehensive business plan for the region including budgets, travel, territory management, and goal setting. Collect ongoing customer insights, market trends and competitive data from the sales force and communicate to leadership and peers. Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms relevant to customers. Effectively collaborate with Key Account Managers and commercial team members to optimize business performance within health systems in the assigned area. Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside the team is taking place. Demonstrate GHI's values by acting with integrity, respect, trust and a very positive attitude. Leverage Medical Science Liaisons, Account Executives and other company resources as necessary to provide the required technical, clinical and business content to create competitive differentiation and deliver solutions that meet or exceed customer expectations. Lead and engage in regional and national projects; participate on cross‑functional headquarters projects having a positive business and/or cultural impact. Mentor individuals within or outside the commercial organization. Uphold company mission and values through accountability, innovation, integrity, quality and teamwork. Ensure sales force compliance with all Quality, Regulatory and company policies and guidelines. Meet customer access requirements; this is a field‑based role. Travel with direct reports to observe and provide training and coaching; travel approximately 75% of working time within the assigned area and some travel outside the area for regional or national meetings. Handle sensitive information and maintain a very high level of confidentiality. Qualifications7+ years of direct experience in a customer‑facing sales role in a medical, diagnostic or medical device company with a history of consistent closing abilities and proven past performance that has met and exceeded expectations. 3+ years of experience in a sales leadership/Sales management capacity. Demonstrated measurable revenue generation at a diagnostic, pharmaceutical or biotechnology company. Proven experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices. Experience in a sales leadership role during a product launch. Outstanding influencing, interpersonal and networking skills to drive successful relationship building. Demonstrated ability to effectively coach and educate others. Establish Reach and frequency, high‑decile healthcare provider targeting and production/coverage experience. Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales force metrics. Impeccable oral and verbal communication and presentation skills; superior listening and problem‑solving skills. Excellent negotiation, problem‑solving and customer service skills; ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities. Proven ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives. Outstanding strategic business analysis and planning skills. Ability to handle sensitive information and maintain a very high level of confidentiality. Develop and utilize cross‑functional relationships to facilitate the accomplishment of work goals and objectives. Work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines. Strong administrative skills and sophistication to manage business in complex environments. Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint. Effective and regular utilization of Salesforce.com. Experience using and coaching different sales methodologies. Preferred QualificationsProven experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices. Experience in a sales leadership role during a product launch. Experience using and coaching different sales methodologies. EducationB.S. in life science, biology, business or marketing is ideal. CompensationUS Location Base Pay Range: $172,000 - $190,000. Equal OpportunityGuardant 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. Background ScreeningA background screening including criminal history is required for this role. Guardant Health will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law.#J-18808-Ljbffr