Key Account Manager - Oncology - North Central

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.

For more information, visit  and follow the company on Linked In, X (Twitter) and Facebook.

The Key Accounts Manager position is created as a result of the need for more coordinated selling activities across Guardant Health’s top accounts, i.e. academic medical centers, IDNs, and GPOs. The national designation more accurately defines the current expectations and role functionality recognizing that customer engagement extends beyond a regional geographical title. This role is responsible for assessing initial interest, utilization and clinical benefits of working with Guardant Health, facilitating contract implementation, and negotiating agreement terms such as Master Service Agreements, data agreements, LSAs and tissue procurement agreements.

The manager will also provide internal and external client education, enable novel approaches to gain access to our testing services, and conduct ongoing enterprise‑level account management related to EMR integration and clinical testing pathway optimization.

The North Central Region covers multiple states including CO, IA, MN, WI, ND, SD, OR, WA, WY, and UT.

• Develop a champion/advocate at target accounts who actively supports the account’s commitment to implement initiatives leveraging Guardant tests to improve patient outcomes.
• Identify opportunities for improvement in patient testing, propose protocols or initiatives, and secure affirmative decisions from account representatives to implement them.
• Conduct pre‑ and post‑customer documentation for strategy alignment and coordinate cross‑functional stakeholder calls to ensure customer meeting readiness and post‑meeting execution.
• Deliver C‑suite presentations using PowerPoint and present via Teams, Zoom, and in person to decision makers.
• Implement strategic market‑access initiatives to enable broader access to Guardant Health tests with IDNs, GPOs, academic medical centers, and other key national/regional accounts.
• Work cross‑functionally with internal stakeholders and field sales leadership to align strategies for securing access to our testing platforms with prioritized groups.
• Oversee coordination of company‑wide initiatives related to key accounts, IDN and GPO communication, and operational efficiency.
• Strategically evaluate complex scenarios that require interpretation of business objectives, laws, regulations, and other related issues.
• Develop and maintain annual business plans to secure, implement, and manage key corporate relationships, including targeting, economic modeling, clinical data collection, utilization and evaluation.
• Share 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.
• Participate in sales meetings, seminars, industry conferences, and trade shows to gain laboratory market intelligence and leverage new contractual relationships.

• Lead cross‑functional teams or projects, such as Mobile Phlebotomy Program Management, Portal Upgrades and Implementation, and other novel initiatives to enable access to diagnostic tests.
• Serve on work groups or committees as requested.
• Participate in sales training initiatives with regional and national sales teams.
• Attend and participate in customer meetings when appropriate.
• Engage in customer strategy and market research activities.
• Perform other duties as assigned by the Key Account Director and Vice President of Key Accounts.