Regional Sales Director, Orlando/Jacksonville North FL - Oncology Sales

About the position

The 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. Oversee the hiring, training and coaching, performance management. Coaches on efficient and effective account targeting, collaboration, and coverage.

Responsibilities

• Drive strategic business expansion/collaboration opportunities with major U.S. cancer centers and clinics, Key Opinion Leaders, and Academic Medical Centers within the Region
• Structure detailed strategic plans for gaining and retaining new and existing clients.
• Hire, lead, coach, performance manage a team of Account Executives and Account Managers
• Implement laboratory services agreements (LSA’s) with bill account institutions
• Effectively collaborate and coordinate with all cross functional partners to ensure successful attainment of company goals and objectives
• Identify and develop partnering opportunities between prospective oncology clients and GHI.
• Promote and drive compliance with new web-based molecular information tools for all clients
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
• Monitor performance of sales to ensure objectives are met
• Develop and implement a comprehensive business plan for the territory that will be inclusive budgets, travel, territory management, goal setting, etc.
• Embrace, always embody and represent the Guardant Health company culture to external and internal constituents
• Frequent travel (> 50%) throughout the territory as needed

Requirements

• 2 years of competitive people leadership experience with a history of strong results and high-performing team culture or completion of Leadership Development curriculum
• 3+ years of competitive selling experience in the healthcare market (diagnostic, pharmaceuticals, medical device, etc.) with a history of strong performance
• Documented history of leading and/or influencing a team to meet business objectives
• Proven ability to motivate and lead others while supporting/driving a culture of performance, positivity, integrity, inclusion, teamwork, and respect
• Demonstrated ability to analyze a business, identify insights, develop strategies, and build/execute a tactical plan
• Strong verbal and written communication skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Demonstrated proficiency with all Microsoft Office products – particularly Excel and PowerPoint
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect and trust

Nice-to-haves

• Reside in the Region, or within 50 miles of the Region boundary
• 5+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
• 5+ years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and/or large oncology practices.
• Ability to coach and lead a team to engage customers in a consultative process that overcomes objections and indifferences while connecting client needs with GHI capabilities
• Proven track record of engaging, selling, negotiating with customers at all levels, including the executive level (CEO, COO, CFO)
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Strong track record of leading, developing, coaching strategic and collaborative sales account plans
• Effective and regular utilization of Salesforce.com

Benefits

• The US base salary range for this full-time position is $179,200 to $241,920
• The range does not include benefits, and if applicable, bonus, commission, or equity.
• Individual pay is determined by work location and additional factors, including, but not limited to, job-related skills, experience, and relevant education or training.