Regional Payer Account Director responsible for business relations and strategic initiatives at Organon. Engaging with regional commercial and Medicare Health Plan accounts across multiple states.
About the role
- Account Executive for Oncology Sales at Guardant Health responsible for promoting liquid biopsy products and driving market sales strategy with healthcare providers. Collaborating with sales leadership for business expansion.
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 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.
- 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
- 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
- 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
- Hybrid Work Model with specified in-office days for collaboration
- Reasonable accommodations for candidates with disabilities
- Equal Opportunity Employment
- Confidential handling of applicant information
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