Digital Sales Representative responsible for driving sales growth through proactive outreach and relationship building. Delivering a positive customer experience while maximizing revenue in target accounts.
About the role
- Account Executive in oncology sales at Guardant Health. Driving market sales strategy and fostering relationships with healthcare providers to expand business.
Responsibilities
- Drive strategic business expansion/collaboration opportunities with Major U.S. cancer centers and clinics / Top 20 largest oncology practices in the 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 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
- 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
- Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
- Effective and regular utilization of Salesforce.com
- 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.
- Frequent travel ( > 50%) throughout the territory as needed.
Benefits
- Employee may be required to lift routine office supplies and use office equipment
- 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.
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