Key Account Manager - Chicago - Guardant Health

Description

Key Account Manager

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.

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 major market with proximity to airport.

Education:

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