Regional Sales Manager - Florida, South (Miami) - Early Cancer Screening

Job Description

The Screening Core is a dedicated organization inside of Guardant Health focused on the development and commercialization of the early cancer detection LUNAR portfolio. The Screening Core’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.

The field-basedRegional SalesManager,Screening Coreis responsible for leading a team of Account Managers within adesignated region. TheRegional SalesManager (RSM) is responsible for the effective promotion of Lunar-2 to general practiceproviders and their practices within the designated area. The Regional Sales Manager will recruit, coach, develop, and lead theAccount Managers for the launch and promotion of Lunar-2.

• Prospect and target to identify a region early adopterlist and generate interest of the Lunar-2Test.
• Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers inassignedregion.
• Successfully manage 8-12 direct reports including the recruitment and selection of highly qualified Account Managers,ensuring effective coaching and development of the salesforce.
• Demonstrate effective leadership; drive effective performance through coaching, motivating & inspiring team ofAccount Managers; provide clear expectations, ongoing feedback, and opportunities for continuousdevelopment.
• Manage the assigned region’s sales targets and maintain ongoing reporting of progress with managementteam.
• Successfully forecast and achieve quarterly and annual salesgoals.
• Ensure the effective use of sales process and approved product marketing and product promotion material by regionalsales force.
• Model and share best practicesnationally.
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within designatedarea.
• Develop and implement a comprehensive business plan for the region that will be inclusive of budgets, travel, territorymanagement, goal setting,etc.
• Collect ongoing customer insights, market trends & competitive data from sales force and communicate to leadershipandpeers.
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinicalbenefits in terms which are relevant tocustomers.
• Effectively collaborate with Key Account Managers and commercial team members to optimize business performancewithin health systems within assignedarea.
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information isshared and collaboration within and outside of the team is takingplace.
• Demonstrate GH's Values by acting with integrity, respect, trust and possess a positive attitude and an understandingof the dynamics involved with organizational growth andchange.
• Leverage Medical Science Liaisons, Account Managers, and other Company resources as necessary to provide thenecessary technical, clinical and business content to create a competitive differentiation and deliver solutions thatmeet or exceed customerexpectations.
• Leads and is engaged in regional and national projects.
• Participate on cross functional headquarters’ projects having apositive business and/or cultureimpact.
• May serve as the back up to the AreaDirector.
• Mentorsindividuals within or outside the commercialorganization.
• Uphold company mission and values through accountability, innovation, integrity, quality, andteamwork.
• Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies andguidelines.
• Must meet customer accessrequirements.
• This is a field-based role.Travel with direct reports to observe and provide training and coaching. Ability totravel approximately 50% of working time within assigned area and some travel outside of assigned area for regional ornationalmeetings.

• 7+ years of direct experience in a customer-facing sales role in a medical, healthcare, or technical field with a history of 1)consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceededexpectations.
• 3+ years of experience in a sales leadership/sales managementcapacity.
• Outstanding influencing, interpersonal and networking skills to drive successful relationshipbuilding.
• Demonstrated ability to effectively coach and educateothers.
• Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnologycompany.
• Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales forcemetrics.
• Impeccable oral and verbal communication and presentation skills; Superior listening and problem-solvingskills.
• Excellent negotiation, problem-solving and customer service skills; Ability to engage in a consultative selling process thatovercomes objections and indifferences while connecting client needs with GH capabilities.
• Proven ability to maintain an outstanding level of market, customer, distribution, and product knowledge necessary to accomplishsales and marketingobjectives.
• Outstanding strategic business analysis and planningskills.
• Ability to handle sensitive information and maintain a very high level ofconfidentiality.
• Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goalsandobjectives.
• Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks whilemanaging critical deadlines; Ability to work effectively with minimal direction from, or interface with,manager.
• Strong administrative skills and sophistication to manage business in complexenvironments.
• Must be proficient with all Microsoft Office products – particularly Excel andPowerPoint.
• Effective and regular utilization ofSalesforce.com.

• Proven Experience leading sales teams who promote products or services directly to primary care providers,gastroenterologists, and theirpractices.
• Experience in a sales leadership role during a productlaunch.
• Experience using/coaching to different sales methodology (Challenger, SPIN, etc.)

B.S. in life science, biology, business, or marketing is ideal

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