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

Regional Sales Director, Screening Team

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 (RSD) is responsible for the effective promotion of Shield™ to general practice providers and their practices within the designated area. The Regional Sales Director will recruit, hire, coach, develop, and lead the Account Executives for the launch and promotion of Shield. Responsibilities include:
Prospect 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 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 effective and successful performance through coaching, motivating & inspiring 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 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 regional sales force
Model and share best practices nationally
Effectively manage open territories while recruiting for new personnel should a territory be vacated within designated area
Develop and implement a comprehensive business plan for the region that will be inclusive budgets, travel, territory management, goal setting, etc.
Collect ongoing customer insights, market trends & competitive data from 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 which are relevant to customers
Effectively collaborate with Key Account Managers and commercial team members to optimize business performance within health systems within assigned area
Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside of the team is taking place
Demonstrate GHI'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
Leverage Medical Science Liaisons, Account Executives and other Company resources as necessary to provide the necessary technical, clinical and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations
Leads and is engaged in regional and national projects
Participate on cross functional headquarter projects having a positive business and/or culture impact
May serve as the back up to the National Sales Director(s)
Mentors individuals within or outside the commercial organization
Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork
Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies and guidelines
Must meet customer access requirements
This is a field-based role. Travel with direct reports in order to observe and provide training and coaching. Ability to travel approximately 75% of working time within assigned area and some travel outside of assigned area for regional or national meetings.
Experience: 7+ years of direct experience in a customer-facing sales role in a medical, diagnostic or med device with a history of consistent closing abilities throughout the sales cycle 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 either a diagnostic, pharmaceutical or relevant 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 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; Ability to work effectively with minimal direction from, or interface with, manager 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/coaching to different sales methodology Preferred Qualifications: 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. Experience using/coaching to different sales methodology Education: B.S. in life science, biology, business or marketing is ideal
The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate's compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need. US Location Base Pay Range: $172,000 - $190,000 Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients. Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.
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 A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952). 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. 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.