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.

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.

Senior Account Executive – Pathology

Key skills