About The Role
The field-based Regional Sales Director, Screening Team is responsible for leading a team of Account Executives within a designated region. The Regional Sales Director promotes SHIELD to general practice providers and their practices, recruits, hires, coaches, and develops the salesforce.
Responsibilities
- Prospect and target early adopter regions to generate adoption of SHIELD.
- Identify and partner with national, regional, and local laboratories offering phlebotomy draw agreements; initiate and secure these agreements, establish strong partnerships, and manage relationships.
- Build relationships and advocacy with key thought leaders and decision makers within the assigned region.
- Manage 8‑12 direct reports, ensuring effective recruitment, coaching, and development of the salesforce.
- Drive performance through coaching, motivating, inspiring team members, and providing clear expectations and ongoing feedback.
- Manage the region’s sales targets and maintain ongoing reporting of progress with management.
- Forecast and achieve quarterly and annual sales goals.
- Ensure effective use of the sales process and approved marketing materials by the regional sales force.
- Model and share best practices nationally.
- Manage open territories, recruiting for new personnel if a territory is vacated.
- 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.
- Leverage product and technical expertise to present and discuss technology and clinical benefits in terms relevant to customers.
- Collaborate with Key Account Managers and commercial team members to optimize business performance within health systems.
- Establish and maintain communication and operating mechanisms to ensure collaboration within and outside the team.
- Demonstrate GHI's values by acting with integrity, respect, trust, and a positive attitude.
- Leverage Medical Science Liaisons, Account Executives, and other company resources to deliver competitive differentiation and exceed customer expectations.
- Lead and engage in regional and national projects and cross‑functional headquarters projects.
- Serve as backup to the National Sales Director(s).
- Mentor individuals within or outside the commercial organization.
- Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
- Ensure compliance with all quality, regulatory, and company policies and guidelines.
- Meet customer access requirements.
- Field‑based, travel approximately 75% of working time within the assigned area; additional travel for regional or national meetings.
Experience
- 7+ years in a customer‑facing sales role in medical, diagnostic, or med‑device industry with consistent closing ability and proven past performance.
- 3+ years in sales leadership/management capacity.
- Demonstrated measurable revenue generation at a diagnostic, pharmaceutical, or relevant biotechnology company.
- Experience leading sales teams that promote products or services directly to primary care providers, gastroenterologists, and their practices.
- Experience in a sales leadership role during a product launch.
- Strong influencing, interpersonal, and networking skills.
- Capability to coach and educate others.
- High‑level provider targeting and production/coverage experience.
- Strong critical thinking and analytical skills, reporting and tracking sales force metrics.
- Excellent oral, verbal, and presentation skills; superior listening and problem‑solving capabilities.
- Negotiation, problem‑solving, and customer service skills; consultative selling.
- Outstanding market and product knowledge to accomplish sales and marketing objectives.
- Strategic business analysis and planning skills.
- Ability to handle sensitive information with confidentiality.
- Ability to develop and utilize cross‑functional relationships.
- Independent, proactive communicator; manages multiple projects and priorities.
- Strong administrative skills for complex business environments.
- Proficient with Microsoft Office (Excel, PowerPoint); regular Salesforce usage.
- Experience with sales methodologies.
Preferred Qualifications
- Experience leading sales teams promoting products directly to primary care providers, gastroenterologists, and their practices.
- Experience in a sales leadership role during a product launch.
- Experience coaching to different sales methodologies.
Education
B.S. in life science, biology, business, or marketing is ideal.
Compensation
US Location Base Pay Range: $172,000 - $190,000
Hybrid Work Model
Eligible onsite employees are required to be onsite on Mondays, Tuesdays, and Thursdays for collaboration. Work‑from‑home days apply to individual-focused time. All U.S. employees within 50 miles of a Guardant facility must follow this schedule.
Employee Conditions
Employee may be required to lift routine office supplies and use office equipment. Majority of work is performed in a desk/office environment; exposure to noise levels, fumes, and biohazard material may occur in laboratory environments. Ability to sit for extended periods of time is required.
Legal Statements
Guardant Health is committed to providing reasonable accommodations in the 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
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 candidate information will be kept confidential according to EEO guidelines.
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