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 guardanthealth.com and follow the company on LinkedIn, 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, IDN’s, 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 not only responsible for assessing the initial interest, utilization and clinical benefits of working with Guardant Health to help business and growth objectives but also national field team interaction, contract implementation, ability to facilitate and negotiate contracts. Familiarity with Master Service agreements, data agreements, LSAs and tissue procurement agreements. internal/external client education, enabling of novel approaches to gain access to our testing services, and on-going enterprise level account management related to EMR integration and clinical testing pathway optimization. The Key Account Manager creates, develops and continuously manages local, regional and national corporate relationships with the goal of growing the business with a top-down approach (while partnering with the field for bottom-up execution) semester over semester. Semester defined as 6 months.

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

Primary Tasks & Responsibilities:

The KAM is expected to develop a champion/advocate at a target account who supports and will actively advocate for the account’s commitment to implement a proposed initiative to leverage Guardant tests to improve patient testing.

Key Account Managers are expected to identify opportunities for improvement in patient testing using Guardant’s tests, propose protocols or initiatives that when implemented achieve stated objectives and have an affirmative decision by the appropriate account representatives to implement proposed initiative.

Conduct pre and post customer documents for strategy alignment with internal stakeholders. Along with pre & post cross functional stakeholder alignment calls to ensure customer meeting readiness and post meeting execution.

C-suite presentation skills utilizing PowerPoint, the ability to present via TEAMs, ZOOM and in-Person to decision-makers.

Develops and implements innovative strategic market access initiatives to enable broader access to Guardant Health tests with IDN’s, GPO’s, academic medical centers, and other Key National/Regional accounts.

Effectively works cross-functionally with Guardant Health internal stakeholders and Field Sales Leadership to develop alignment around strategies for securing access to our testing platforms with prioritized groups.

Oversees coordination of company-wide initiatives related to Key Accounts, IDN and GPO communication, and operational efficiency.

Accountable for strategic evaluation of complex scenarios that require interpretation on a wide variety of issues related to business objectives, varying laws/regulations, etc.

Develops and maintains annual business plans to secure, implement and manage key corporate IDN, GPO and other strategic relationships, including targeting, development of key decision makers, economic modeling, clinical data collection, utilization and evaluation.

Shares evolving geographic GPO, IDN and healthcare reform-related trends with the commercial leadership team to identify and create strategic plans and new opportunities to expand customer partnership relationships.

Participates in sales meetings, seminars, industry conferences, and trade shows to gain laboratory market intelligence and to leverage new contractual relationships.

Additional Responsibilities may include:

May lead cross-functional teams or projects (examples: Mobile Phlebotomy Program Management, Portal Upgrades and Implementation, and other novel projects to enable access to our world class diagnostic tests)

Serves on other work groups or committees as requested

May participate in sales training initiatives with regional and national sales teams.

Participates in customer meetings where and when appropriate.

May participate in customer strategy and market research activities.

Other duties as assigned by their respective Key Account Director, and Vice President of Key Accounts

Preferred Qualifications:

Extensive commercial experience 10+ years in healthcare, diagnostics, or life sciences, with at least 7 years focused on enterprise-level health system partnerships and c-suite engagement where primary call points are Director level and C-suite level decision makers with top-down business alignment.

Demonstrated success leading complex sales cycles across networks, integrated networks (IDNs), and national accounts.

Track record of driving enterprise adoption of precision medicine, genomics, or advanced diagnostics solutions.

Executive presence with ability to build trusted relationships at the CEO, CMO, VP, and Medical Director, Precision Medicine Director, etc.

Proven ability to translate clinical, operational and financial strategies into board-room ready strategies that resonates with health system leadership.

Adept at navigating organizational complexity, aligning cross-functional teams, and executing multi-stakeholder initiatives.

Proven-sales performance focusing on director level and c-suite level decision makers

Must be an exemplary team player that can work effectively with colleagues at all levels within the organization.

Must be able to work independently and with a sense of urgency to meet timelines.

Candidate should be based in a major market with proximity to an airport.

Education:

Bachelor’s degree in life sciences or business-related field required (MBA preferred)

AI & Digital Fluency

Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.

Hybrid Work Model: This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies. Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.

The annualized base salary ranges for the primary location and any additional locations are listed below. This range does not include benefits or, if applicable, bonus, commission, or equity. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, education, job-related skills, job duties, and business need.

Primary Location: Remote - Open Position (USA)
Primary Location Base Pay Range: $145,600 - $200,200
Other US Location(s) Base Pay Range: $115,600 - $158,950
If the role is performed in Colorado, the pay range for this job is: $122,400 - $168,300

Employee may be required to lift routine office supplies and use office equipment. Majority of the work is performed in a desk/office environment; however, there may be exposure to high noise levels, fumes, and biohazard material in the laboratory environment. Ability to sit for extended periods of time.

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. If you need support, please reach out to Peopleteam@guardanthealth.com

A background screening including criminal history is required for this role. GH will consider qualified applicants with criminal arrest or conviction histories in a manner consistent with applicable law including but not limited to the LA County Fair Chance Policies and the Fair Chance Act (Gov. Code Section 12952).

Guardant Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

All your information will be kept confidential according to EEO guidelines.

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

Please visit our career page at: http://www.guardanthealth.com/jobs/

Key Account Manager - Oncology - North Central