Development position to prepare individuals for Sales Representative roles in First American's Agency Division. Focus on learning sales processes, building relationships, and conducting market research.
About the role
- Account Executive driving market sales strategy for oncology healthcare providers. Responsible for effective promotion of liquid biopsy products and building client relationships.
Responsibilities
- Drive strategic business expansion/collaboration opportunities with the following:
- Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the territory.
- Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory.
- Structure detailed strategic plans for gaining and retaining new and existing clients.
- Maximize client-bill contracting opportunities.
- Implement laboratory services agreements (LSA’s) with bill account institutions.
- Collaborate and coordinate with all sales positions (Head of Sales, RSD’s, DSM’s, SAM’s, and AE’s) to ensure the successful attainment of company goals and objectives.
- Identify and develop partnering opportunities between prospective oncology clients and GHI.
- Promote and drive compliance with new web-based molecular information tools for all clients.
- Continually analyze the competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to GHI leadership.
- Monitor the performance of sales to ensure objectives are met.
- Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc.
- Work effectively with individuals across multiple departments throughout Gardant Health Inc.
- Embrace, embody, and represent the Guardant Health company culture at all times to external and internal constituents.
Requirements
- 2-3 years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations.
- 3-5 years of experience working with major cancer centers and clinics, oncology GPO’s, large health systems, IHDN’s, and large oncology practices.
- Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company.
- Ability to provide an integrated MolDx solution using Guardant Health’s next generation sequencing technology to prospects and customers.
- Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities.
- Comfortable communicating, presenting, selling at the executive level (CEO, COO, CFO).
- Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space.
- Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines.
- Strong understanding of molecular diagnostics for oncology and the evolving competitive landscape.
- Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives.
- Excellent knowledge of oncology, hematology, chemotherapeutics and targeted agents.
- Excellent negotiation and customer service skills.
- Outstanding strategic sales account planning skills.
- Superior listening and problem solving skills.
- Ability to handle sensitive information and maintain a very high level of confidentiality.
- Demonstrate consistent closing abilities throughout the sales cycle.
- Impeccable oral and verbal communication and presentation skills.
- Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint.
- Effective and regular utilization of Salesforce.com.
- Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
- Ability to work effectively with minimal direction from, or interface with, manager.
- Problem solving, decision making and technical learning.
- Strong administrative skills and sophistication to manage business in complex environments.
- 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.
Benefits
- 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.
- Frequent travel (> 50%) throughout the territory as needed.
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