VP, Key Accounts
Guardant Health
Summary
The Vice President, Health Systems– Screening is a senior executive leader responsible for developing and executing Guardant Health’s national strategy for top-tier customers, including large regional and national health systems and Integrated Delivery Networks (IDNs). This role drives enterprise-level growth, market access, and adoption of the Shield platform across complex health networks. Reporting directly to the SVP of Marketing, the VP leads the creation and oversight of key strategic partnerships, ensuring Guardant Health is positioned as the partner of choice for screening solutions nationwide. The role combines visionary leadership, operational execution, and financial accountability, influencing both corporate strategy and market outcomes.
Job description
Key Responsibilities
Strategic Leadership & Market Access
- Define, lead, and execute the national Key Accounts strategy to achieve growth, market share, and profitability objectives.
- Develop innovative market access initiatives that expand Shield adoption and integrate Guardant Health’s solutions into partner health systems.
- Partner with executive leadership to align Key Account strategies with overall corporate priorities and long-range planning.
Enterprise Account Management
- Build and maintain strategic, C-suite-level relationships with IDNs and large Health Systems, ensuring enterprise-wide adoption and utilization of Shield.
- Oversee negotiation, execution, and optimization of national contracts and agreements, including economic modeling, clinical data integration, and value-based care approaches.
- Serve as the executive sponsor for major accounts, ensuring alignment across operations, clinical adoption, and partnership value.
Organizational Leadership
- Lead and develop a high-performing team of senior account leaders, fostering a culture of excellence, accountability, and customer and patient-centricity.
- Manage multi-layered teams across geographies, including succession planning and leadership development initiatives.
- Oversee significant budgetary and resource allocations to maximize ROI.
Cross-Functional & Industry Influence
- Partner with internal stakeholders (Sales, Marketing, Medical Affairs, Market Access, Legal, Operations) to deliver integrated account strategies.
- Represent Guardant Health at industry forums, conferences, and with external stakeholders, shaping market perceptions and influencing policy.
- Share market intelligence, competitive insights, and healthcare reform trends with the Screening Leadership Team to inform corporate strategy.
Performance, Compliance & Risk Management
- Define, track, and report on Key Account KPIs, including revenue, adoption rates, market penetration, and contract performance.
- Ensure all account activities comply with applicable laws, regulations, contractual obligations, and Guardant Health policies.
- Identify, assess, and mitigate risks related to market, operational, or contractual exposures.
Qualifications & Experience
- 15+ years of experience in diagnostics, biotechnology, or pharmaceutical industries, with a focus on Key Accounts, hospital systems, or strategic partnerships.
- 8+ years in senior leadership roles with responsibility for national or enterprise-level account portfolios.
- Proven record of driving revenue growth, expanding market share, and delivering measurable business outcomes.
- Demonstrated success influencing and negotiating with C-suite executives and decision-making bodies.
- Existing C-Suite level relationships at major Health Systems highly desired.
- Strong analytical, strategic thinking, and complex problem-solving capabilities.
- Excellent communication, presentation, and executive stakeholder management skills
Education
- Bachelor’s degree in Life Sciences, Business, or related field required.
- MBA or equivalent advanced degree preferred.
Additional Requirements
- Willingness to travel up to 50% nationally.
- Ability to operate effectively in a dynamic, fast-changing market environment.
Requirements
- 15+ years of experience in diagnostics, biotechnology, or pharmaceutical industries, with a focus on Key Accounts, hospital systems, or strategic partnerships.
- 8+ years in senior leadership roles with responsibility for national or enterprise-level account portfolios.
- Proven record of driving revenue growth, expanding market share, and delivering measurable business outcomes.
- Demonstrated success influencing and negotiating with C-suite executives and decision-making bodies.
- Existing C-Suite level relationships at major Health Systems highly desired.
- Strong analytical, strategic thinking, and complex problem-solving capabilities.
- Excellent communication, presentation, and executive stakeholder management skills
- Bachelor’s degree in Life Sciences, Business, or related field required.
- MBA or equivalent advanced degree preferred.
- Willingness to travel up to 50% nationally.
- Ability to operate effectively in a dynamic, fast-changing market environment.
Benefits
- Hybrid Work Model
- Medical, Dental & Vision
- 401(k) Matching
- Paid Time Off
- Bonus
- Commission
- Equity
Company overview
Guardant Health, Inc. is a leading precision oncology company headquartered in Palo Alto, California, focused on transforming cancer care through advanced blood and tissue testing technologies. Founded in 2012 by Helmy Eltoukhy and AmirAli Talasaz, who serve as co-CEOs, the company specializes in liquid biopsy tests that detect cancer from circulating tumor DNA in blood samples. Guardant Health's flagship product, Guardant360, was the first comprehensive liquid biopsy test approved by the FDA for tumor mutation profiling and companion diagnostics in non-small cell lung cancer. The company has expanded its portfolio to include Guardant Reveal for residual disease monitoring, Guardant360 TissueNext tissue testing, and Shield, the first FDA-approved blood test for colorectal cancer screening. Guardant Health operates globally with approximately 1,999 employees and generates revenue from precision oncology testing services for clinical and biopharmaceutical customers, as well as development services and technology licensing. The company's innovative approach enables earlier cancer detection, treatment selection, and monitoring, helping to improve patient outcomes across all stages of cancer care.