Key Account Manager (Northeast)
Company: Guardant Health
Location: Palo Alto
Posted on: October 16, 2024
Job Description:
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 DescriptionThe
field-based Key Account Manager is responsible for the effective
promotion and integration to integrated delivery networks (IDNs),
Academic Centers, Health Systems and other large health care
providers within the designated territory. The Key Account Managers
will cultivate and develop strategic relationships with assigned
IDNs and Health Systems and reduce barriers for the field force to
access the health care professionals affiliated with the system.
The Key Account Managers will partner with the field sales force
team to plan, coordinate, and pull through upon
integration.Essential Duties and Responsibilities:
- Prospect and target to identify early adopter and generate
interest in Guardant Health products and services.
- Meet and exceed sales goals, maximize promotional budgets, and
execute the national sales strategy in accordance with Guardant
Health standards.
- Drive strategic business expansion/collaboration opportunities
with the following: Academic Centers, Large Health Systems,
IDNs.
- Develop and implement a business plan in line with brand
strategy to support launch.
- Identify opportunities in the marketplace, share best
practices, and proactively communicate strategies to
cross-functional partners and members of the Commercial Team.
- Continually analyze competitive landscape and environment
within assigned accounts to determine trends and provide customer
feedback to GH leadership.
- Structure detailed strategic plans for gaining and retaining
new and existing clients.
- Manage implementation of all promotional activities to support
sales and marketing strategies, in accordance with high industry
standards and company policies.
- Work effectively with individuals across multiple departments
throughout GH.
- Collaborate and coordinate with all sales positions (VP of
Sales, NSD's, RSD's, and AE's) to ensure successful attainment of
company goals and objectives.
- Embrace, embody, and always represent the Guardant Health
company culture to external and internal constituents.
- Demonstrate GH's Values by acting with integrity, respect,
trust and possess a very positive attitude and an understanding of
the dynamics involved with organizational growth and change.
- Support and comply with the company's Compliance, Regulatory
and Quality Management System policies and procedures.
- Uphold company mission and values through accountability,
innovation, integrity, quality, and teamwork.
- This is a field-based role. Ability to travel approximately 50%
of working time within assigned area and some travel outside of
assigned area for regional or national meetings.
- Must meet customer office access requirements.Qualifications
- 5+ years of direct key account management/direct
customer-facing sales experience in testing, vaccines, or biopharma
setting with a history of consistent closing abilities throughout
the sales cycle and proven past performance that has met and
exceeded expectations.
- Current relationships with key Health Systems and IDNs
preferred in assigned territory.
- Proven experience of launch success including system approval,
integration and pull through.
- Demonstrated measurable revenue generation at either a
diagnostic, pharmaceutical or relevant biotechnology company.
- Comfortable communicating, presenting, and selling at a high
level in an organization (C-Suite, Senior Executives).
- Impeccable oral and verbal communication and presentation
skills; superior listening and problem-solving skills.
- Ability to engage in a consultative selling process that
overcomes objections and indifferences while connecting client
needs with GH capabilities.
- Ability to maintain an outstanding level of market, customer,
distribution, and product knowledge necessary to accomplish sales
and marketing objectives.
- Ability to handle sensitive information and maintain a very
high level of confidentiality.
- Demonstrate ability to develop and utilize cross-functional
relationships to facilitate the accomplishment of work goals and
objectives.
- Ability to 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.
- Information Systems, or equivalent years of industry
experience.
- Experience with sales/marketing of products or services
directly to health systems, hospitals, and Integrated Delivery
Networks (IDNs).
- Experience in a sales development or key account management
role during a product launch.
- Experience with business expansion/collaboration opportunities
with the following: Academic Centers, Large Health Systems,
IDNs.
- Outstanding strategic sales account planning skills.
- Excellent negotiation, problem-solving and customer service
skills.Additional InformationThe US base salary range for this
full-time position is $124,000 to $186,000. The range does not
include benefits, and if applicable, bonus, commission, or equity.
The range displayed reflects the minimum and maximum target for new
hire salaries across all US locations for the posted role with the
exception of any locations specifically referenced below (if
any).Within the range, individual pay is determined by work
location and additional factors, including, but not limited to,
job-related skills, experience, and relevant education or training.
If you are selected to move forward, the recruiting team will
provide details specific to the factors above.Guardant Health is
committed to providing reasonable accommodations in our hiring
processes for candidates with disabilities, long-term conditions,
mental health conditions, or sincerely held religious beliefs. If
you need support, please reach out to
Peopleteam@guardanthealth.com.Guardant 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.
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Keywords: Guardant Health, Mountain View , Key Account Manager (Northeast), Executive , Palo Alto, California
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