Director, Key Accounts - Oncology; West

Company Description – Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant® is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real‑world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early‑stage cancer, and treatment selection for patients with advanced cancer.

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Develops and implements innovative strategic market access initiatives to enable broader access to Guardant Health tests with IDNs, GPOs, academic medical centers, and other key national/regional accounts. Works cross‑functionally with Guardant Health internal stakeholders and Field Sales Leadership to align strategies for securing access to our testing platforms with prioritized groups. Oversees company‑wide initiatives related to key accounts, IDN and GPO communication, and operational efficiency.

Provides strategic evaluation of complex scenarios requiring interpretation on a wide variety of issues related to business objectives, laws and regulations. Develops and maintains annual business plans to secure, implement and manage key corporate relationships, including targeting, development of decision makers, economic modeling, clinical data collection, utilization and evaluation. Shares evolving geographic GPO, IDN and healthcare reform trends with the commercial leadership team to identify and create strategic plans and new opportunities to expand customer partnership relationships.

Participates in sales meetings, seminars, industry conferences and trade shows to gain laboratory market intelligence and leverage new contractual relationships.

• May lead cross‑functional teams or projects (examples:
  Mobile Phlebotomy Program Management, Portal Upgrades and Implementation, and other novel projects to enable access to our world‑class diagnostic tests).
• Serves on other work groups or committees as requested.
• May participate in sales training initiatives with regional and national sales teams.
• Participates in customer meetings when appropriate.
• May participate in customer strategy and market research activities.
• Other duties as assigned by Vice President of Key Accounts.

• Travel up to 50% of the time.
• Advanced knowledge of the biotechnology, diagnostics and pharmaceutical industry and company product specifications.
• Intermediate‑to‑advanced knowledge of Microsoft Office (PowerPoint, Excel, Word).
• Ability to work independently and remotely while maintaining a strong teamwork ethic.
• Multi‑dimensional ability to manage simultaneous tasks and cross‑team relationships at various levels of the organization.
• Self‑directed, intrinsically motivated, flexible to change in an ever‑changing dynamic environment.
• Strong problem‑solving skills, attention to detail, time‑management skills and personal initiative.
• Exceptional interpersonal skills to coordinate tasks through others.
• Outstanding oral and written presentation skills, including production of documents, technical briefs and scientific publications.
• Excellent proofreading skills for proper grammar, spelling, punctuation and formatting.
• 7–10 years of diagnostic laboratory or anatomic pathology physician sales, hospital systems account management, strategic account management or pharmaceutical key accounts and contracting experience.
• 6+ years of experience in sales, hospital systems account management (preferably in life sciences and/or pharma/biotech), sales leadership or account management.
• Excellent project management skills to manage complex projects with resources across functional teams, including vendors.
• Strong analytical, technical and creative problem‑solving skills.
• Effective communication and interpersonal skills.
• Experience in developing plans and measures, liaising and engaging cross‑functionally, exposure to technical project management is preferable.
• Must be an exemplary team player…