Area Sales Executive responsible for sales of T&O products in assigned territory. Managing relationships with dealers and driving sales growth in both primary and secondary channels.
About the role
- Sales Executive driving growth in diagnostic pathology and precision oncology accounts at Guardant Health. Focus on building partnerships with healthcare providers to increase tissue testing volume.
Responsibilities
- Drive overall 360 tissue volume in assigned / overlapping regions.
- Promote the adoption of precision oncology diagnostics and the Guardant Health testing portfolio with the focus on driving 360 tissue.
- Execute Laboratory Service Agreements and break down ordering barriers in accounts.
- Negotiate pricing agreements based on a tied pricing schedule and facilitate escalation of pricing exceptions outside of guardrails.
- Present Guardant services and solutions to C-level executives in hospitals and pathology departments.
- Target and close new business opportunities for tissue testing in pathology accounts in the community oncology setting and at academic cancer centers.
- Manage and expand existing accounts to ensure client satisfaction and retention.
- Collaborate with internal teams (medical, billing, operations) to resolve client issues.
- Forecast sales and manage account pipelines via CRM.
- Facilitate obtaining FFPE tissue processing agreements, where needed, and agreements for reimbursement of slide processing / cutting in place with the hospitals and or path labs.
- Establish and nurture long-term relationships with pathologists, oncologists, hospital administrators, and oncology and pathology department staff.
- Deliver in-field training on pathology workflows, diagnostic tests, and technology solutions.
- Build clinical consensus on complex molecular diagnostic pathways.
Requirements
- 7+ years in account management in pathology sales, diagnostics, lab services, or oncology-related roles (highly prefer experience selling in diagnostics directly to Pathologists)
- Deep knowledge of FFPE Tissue based NGS / CGP testing
- Deep knowledge of pathology workflows, molecular diagnostics, or oncology therapeutic areas.
- A customer-first mindset and the ability to influence clinical decision-makers with empathy and clarity.
- Demonstrated track record of delivering results in a consultative sales environment.
- Familiarity with pathology billing, reimbursement, and lab contracting a plus.
- Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite.
- Ability to travel >50% within your territory.
Benefits
- Flexible working hours
- Professional development opportunities.
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