Account Executive - Walnut Creek, CA

About the Role

Key Responsibilities

• Achieve Sales Targets: Consistently meet or exceed sales goals through effective prospecting, relationship-building, and execution of national sales strategies.
• Target and Engage Healthcare Providers: Focus on building strong relationships with healthcare providers, gaining their commitment to adopt the Shield test for CRC and other cancers.
• Challenger Selling: Engage healthcare providers to understand their needs and demonstrate how Guardant Health's offerings can improve patient outcomes and streamline their practice.
• Educate and Support Providers: Provide in-depth product knowledge and training to primary care practices to gain all stakeholder support, beyond the provider, ensuring smooth integration of SHIELD into their workflow.
• Collaborate with Cross-Functional Teams: Work closely with clinical, marketing, and product teams to align sales strategies, share feedback, and ensure cohesive execution of business plans.
• Strategic Business Expansion: Identify new business opportunities within your territory and foster collaborations with regional and local laboratories to expand reach and ensure phlebotomy draw agreements.
• Plan & Execute Launches: Develop and execute business plans in line with brand strategies to support the successful launch of new cancer screening technologies.
• Monitor Competitive Landscape: Continuously analyze market trends, competitor offerings, and customer feedback to inform sales tactics and report insights to leadership.
• Provide High-Touch Customer Service: Maintain exceptional customer service standards by resolving issues proactively and supporting healthcare providers in every phase of the sales process.
• Ensure Compliance & Administrative Excellence: Adhere to company policies, industry standards, and regulations, while managing multiple projects and deadlines effectively.

Requirements

• 4+ years in a customer-facing sales role within the healthcare industry (diagnostics, medical device, or pharmaceutical sales) with a proven track record of success and achievement drive.
• Experience with diagnostic products, particularly blood-based testing or cancer screening products, directly to primary care providers (preferred).
• Familiarity with the primary care landscape in your assigned territory (preferred).
• Demonstrated ability to engage in selling conversations, overcoming objections and aligning client needs with product offerings.
• Proven experience in planning and executing product launches in the healthcare or diagnostic space (preferred).
• Strong understanding of the healthcare provider landscape, with the ability to quickly learn and apply technical product knowledge.
• Exceptional oral and written communication skills.
• Experience with CRM systems such as Salesforce, Veeva, or similar platforms.
• Superior negotiation, problem-solving, and customer service skills.
• Valid Driver's License with a clean driving record.
• Ability to travel daily within assigned territory and occasional national travel.

Nice to Have

• Experience with diagnostic products, particularly blood-based testing or cancer screening products.
• Familiarity with the primary care landscape in your assigned territory.
• Proven experience in planning and executing product launches in the healthcare or diagnostic space.
• High-touch customer service and relationship-building skills.

Qualifications

• 4+ years in a customer-facing sales role within the healthcare industry

Benefits & Perks

• Health insurance
• Dental insurance
• Vision insurance
• 401(k)
• Paid time off