The Screening Team is a dedicated organization inside of Guardant Health focused on the development and commercialization of the early cancer detection portfolio. The Screening Team's singular focus on bringing our early cancer detection products to market allows us to act with the speed and urgency needed to achieve our ambitious goals and serve the millions of individuals who can benefit from early cancer detection.
About the Role:
The field-based Regional Sales Director 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:
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.
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